Marketing
In Minutes...

"Getting a Prospect to Call You Back"

There is no one way that will work every time and for every prospect.  They key is to find a process that you are comfortable with and fits in with the kind of company and brand you represent.

     1.  When leaving a message with their receptionist or on their
          voice mail, leave your telephone number AND your email
          address.

It's important to make communication simple and convenient.  If a prospect sends you an email they can highlight pieces of information they are looking to receive from you.  Also, now that you have their email address, you can send them follow up communiques to keep the sales process going.

     2.  Write a script before you call so you will know exactly what
          to say if / when you are put into a prospect's voice mail.  This
          will make your presentation sound polished and professional
          and avoid the, "Oh yeah, I meant to tell you...," and any
          "ummms" and "ahhhs" that can come from not having specific
          points written down.


     3.  Give the caller a reason to call you back.  Tell them what is in
          it for them.
             
               a.  "I remember meeting you at the conference and
                    discussing <specific service / solution>, and wanted to
                    continue our discussion...".
               b.  "I just realized we are doing business with another site
                    <if client has multiple sites> and can offer you both
                    group pricing rates."


     4.  There is also a method that is a little corny and may not meet
          your Brand test...  You can fax a simple cover page to the 
          attention of your prospect with a message and a check list for
          the prospect to read <and chuckle> and then fax back -
          although I guess this might work for email as well.

          i.  Very interested in your services, please call ASAP!
         ii.  No time to talk right now, please follow up on __/__/____.
        iii.  Don't call me again or my next call will be to the authorities.

Not everything works all of the time and not everything will work with all clients, this is just "One Idea".