Three Ways to Get a Prospect to Respond

B2B Sales, Cold Calling, Email, Frontline Reps, Phone Sales, Sales Tips, Appointment Setting, Best Practices, Communication, E-mail, Prospecting, Qualifying, Sales Skills,

I received this question from a reader of my blog last week:

“Mike, I have a question for you.

“Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? It’s almost like they are hiding. They don’t even acknowledge anymore.

“How do you get them to respond? Back in the day, you left $1 stapled to your card and they called back.

“I look forward to your response.”

B.M.

This is a good question and many sales reps are wondering the same thing: With so many ways of being contacted, why is it harder to reach them?

The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them.

Think of your own life: You get a text. What do you do? The answer is: It depends. If it’s of interest to you AND if it’s urgently important, then you respond. If not, then you wait. Sometimes for days or weeks…

It’s the same for your prospects. And if they get a communication from a sales rep, guess how long they are going to wait before responding?

So here are three things I do to reach prospects who are in the habit of hiding and evading:

#1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out.

That’s right. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect.

So I always include in my communications (voicemail, email, text) the following “out”:

“And so I know how to follow up appropriately, please let me know if this is something that isn’t of interest to you right now, or when would be a good time to reach you this week.”

That’s it.

And guess what? By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. Nobody likes hearing from a salesperson who has “commission breath” as a manager once told me. And this method not only allows prospects to disqualify themselves, but it also gets those interested buyers to respond back to me with a time to reach them.

#2: Make more calls without leaving a message. Speaking about prospects hiding behind emails, etc., sales reps hide behind them too. They send email after email or leave a couple of voice mails and then give up.

I take the opposite approach: I call. Relentlessly. For weeks. And I don’t leave a message.

Oh sure, I send emails also, and I leave voicemails once in a while, but in between, I’ll call five to seven times a week—at different times, different days—and hang up if I don’t reach someone.

This kind of persistence has paid off (and still pays off) Big Time. So be relentless—remember: “The harder you work, the luckier you’ll get.”

#3: Send a card—or 12. I’ve written in my book, Power Phone Scripts, about the success I’ve had using a greeting card campaign to send a personalized card every month for year. I’ve made hundreds of thousands of dollars doing this.

Visit this link to try this service for free, and then do what other sales reps are too lazy to do: Send a card, every month, and you’ll reach the buyers you’re looking for.

And don’t forget: The beautiful thing about this system is you create the cards and then forget about them! All you have to do is add a name and address and press a button. Then your cards go out like clockwork.

Remember: You want to be in front of your prospects when priorities change, and when they need your product or service. Sending a card and being in front of them each month will ensure they think of YOU first…

So there you have it. Three sure fire ways of getting your prospects to respond to you. Follow them and watch your contacts—and your sales—go through the roof!


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

One Technique to Avoid Ghosting

B2B Sales, Appointment Setting, Closing Techniques, Frontline Reps, Phone Sales, Prospecting, Sales Tips, Sales Tools, Best Practices, Calender, Cold Calling, Effective, Presentations,  Qualifying, Sales Skills, scheduling, Scripts

We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up!

Or, you have an amazing and, what you think is an, engaging demo call and you set a call back and, and…they don’t show up!

“What’s wrong?” you think. “Why didn’t I see that coming?”

Wouldn’t it be great if you had a surefire way to predict who was most likely to keep their appointments and who wasn’t? There is!

I’ve been using a technique for years now and teaching it to my clients, and I’d like to share it with you now. By using this technique, you’ll immediately be able to tell who is most cooperative, who is engaged, and who is willing to go out of their way (a little) to meet you half-way and set an appointment they are actually interested in attending.

The technique is that while setting the next call with your prospect, you direct them to open their calendar and look for a time that fits you both.

Now this may sound like a subtle distinction—and it is—but it makes a huge difference.

The way most sales reps set appointments now is to just ask when a day and time might be good for a prospect. If they get fancy, they do the alternative close: “Would Wednesday at 3 pm work, or is Thursday at 9 am better?”

That’s an old school technique that is taught to help keep control of the sales process, but it’s pretty worn out these days.

A better way is to test for engagement by seeing how cooperative a prospect is. And you do this by seeing if they are willing to open their calendar, look at their openings, and actually put you in it.

If they are willing to do that, I’ve found they are 70% more likely to show up for the appointment—or more likely to let you know if they need to reschedule.

And the opposite is also true: If someone isn’t willing to open their calendar, then it’s a Red Flag that warns of a prospect’s inherent uncooperativeness (and unreliability).

Here’s the script for how to do it right. While scheduling the call back, simply say:

“Okay, let’s get our next call on the calendar at a time that works best for both of us. I’ve got my calendar open here, can you go ahead and pull yours up for me?”

And then wait for them to do so.

Once they have, go ahead and agree to a day and time and simply say:

“I’ve gone ahead and put you in my calendar for Tuesday at 10:30 am EDT—have you got me in yours as well?”

It’s that simple. That extra step of confirmation makes all the difference in whether or not a prospect shows up.

As always, don’t take my word for it, try it yourself. But if you want to reduce the amount of ghosting you get, trust me, start using it today!


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Gatekeeper Best Practices

gatekeeper best practices, sales tips, sales presentation,

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said.

In under 10 minutes they recorded a slide presentation, and I want to share that with all of you. Do pass this on to others in your company who also may have problems navigating past the gatekeeper.

You can view it here.

By taking the time to script out what you’ll learn and making a commitment to practicing this for a couple of days, you’ll instantly avoid 70% of the gatekeeper screening you’re currently getting now.

And I know that will make a huge difference in both your attitude and your results. So check it out now!


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Getting Buy-In Before Going Over Price

Best Practices, Effective, sales Meeting, Presentations, Sales Skills, Scripts, Techniques, B2B Sales, Closing Techniques, Cold Calling, Frontline Reps, Live Sales Meetings, Phone Sales, Sales Tips, Sales Tools,

Want to instantly make asking for the sale easier?

Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options.

If your sale cycle involves giving a demo or presentation that includes showing pricing options, then a mistake you may be making is moving into the pricing before you have confirmed that your prospect is completely sold that your solution will give them what they want (or help them accomplish what they need).

There is simple to fix—but like many simple solutions, it can be overlooked in your rush to ask for the sale. Here’s how it works:

First: Give your presentation as you do now, making sure to build a “Yes” momentum by using appropriate tie-downs and, later on, trial closes.

Second, before you get to your pricing options, ask the following questions first:

“That’s how this program works, so let me ask you: What questions do you have for me?”

Always ask this in a leading way, “What questions do you have..” rather than in a closed ended way: “Do you have any…”

Then answer any questions—or if they don’t have any—then ask:

“From what you’ve learned today (or: ‘from what we’ve gone over’), do you feel this would bring you (whatever it is they want—more conversions, more leads, better results or cost savings, etc.)?”

And then hit MUTE and let them fully answer..

If they are noncommittal or uncertain, then do not show pricing yet! Instead, engage with them to find out why they are hesitant:

“Do you mind sharing with me what you mean?” OR

“You know, I love to learn: what part of this don’t you feel would work for you?” etc.

If they do give you buy in, then you can go to your rate card or pricing guide, or whatever it is you use.

But the key is to first get buy in.

Begin incorporating this at the end of your presentations and what as your control of the sale—and your results—improve.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Harder You Work, The Luckier You’ll Get

working hard, success, earning money, sales career,

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling.

“I was number one!” he answered proudly.

“And if you look at your team right now, many of whom are not at their goal, can you point to one thing you did to be number one that you don’t see in your team members?”

“That’s easy, I had a burning desire to succeed, and so I was constantly at my desk working. I had an urgency that was unmatched,” he replied.

“And what do you see as the main problem with your team right now?” I asked him.

“Simple: they don’t spend enough time making calls. They find too many other things to do instead of constantly hunting or contacting prospects or following up with clients.

“I fact,” he offered, “If they just spent more time dialing, they would all make a heck of a lot more sales and commissions,” he concluded.

I agree completely. And I see it everywhere I consult: Those reps who are the top producers are also the hardest working reps in the office. You don’t need to tell a top producer to get on the phone, or to spend less time in the breakroom. They already know that.

In fact, if you need to tell them anything, it’s to take an occasional break so they don’t burn out! (And all you managers know exactly what I’m talking about.)

I may not be popular for what I’m about to say, but sales is still a numbers game. Better numbers, sure. With social media, A.I., etc., we can qualify more in advance than simply “dialing for dollars,” but this should actually make the calls we do make even more successful!

If you’re picking up the phone and dialing…

Here are some sayings that, as a top producer, I used to live by:

“If you’re willing to do the things that most sales reps aren’t willing to do (like picking up the phone and making the most amount of calls in the office), then soon you’ll be able to enjoy the things that most sales reps will never be able to enjoy.”

Things like: Working from Hawaii—or anywhere else in the world—family vacations to the best spots on earth, retirement & savings accounts that allow you to sleep soundly at night, driving any car you want to drive, etc…

“If you want to buy something for yourself or your family, then pick up the phone and have someone else pay for it for you…”

“Sales solve everything.”

“The more calls I make, the luckier I get.” (The more buyers & sales I find.)

“Whenever I am undecided about when I should call a client or prospect back, it means I should pick up the phone right now and call them…”

“Prospecting is easy—once I follow a best practice approach and am prepared for the inevitable blow offs and objections I get—because they never change!”

“Making more sales and income is sure easier than being broke and worrying.”

“Riding on the bus sucks.” A Tribe Called Quest (still one of my favorite bands.)

“Some will, some won’t, who is NEXT?”

“If anyone else in the office can be a top producer, I can, too!”

As a top producer, I’m sure you can come up with some of your own. Email them to me; I’d love to hear them: Mike@mrinsidesales.com

If you agree that the more dials you make, the more people you will speak with and that will mean more buyers you’ll connect with, the resolve to make just 10 more dials today than you’re making right now. That is an easy goal. And look at how powerful that is:

10 more dials a day = 50 more calls in a week = 210 per month (4.2 weeks average in a month), = 2,520 more dials in a year! Hey, that’s more than some reps will make in a year total!

Just think of how much more commission you’ll earn if you just did that. What is that number worth to you?

And then double that. Triple it.

Are you getting a feeling for how you can double or triple your income this year?

The bottom line, as I like to say, is that the harder you work, the luckier you will get. The real question is: How motivated are you to earn more?

And that’s a question only you can answer.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Metrics—Which One is Most Important?

Benchmarks, Best Practices, Cold Calling, Effectiveness, Metrics, Performance, Productivity, Sales Skills, Techniques, Tips

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)?

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads.

And now with A.I., you can automate just about everything else—including phone calls, voice mails, email campaigns, etc.

While working with a new client last week, his management team was asking me which metrics they should focus on as they begin to adopt the new best practice approach we just introduced.

Should they look at the increase in leads (or decrease because the leads will now be more qualified) or the number of opportunities?

Should they drill down on length of presentations?

How about numbers of calls? Contacts? Length of the first call?

While all things are important, my suggestion was to focus on the one metric that drives all the others: How the rep is performing while on the call.

What I stressed is to use recordings to measure how well a rep handles each part of the phone call. For example, what does your team say then they are told to “Just email me something”?

How about: “We wouldn’t be interested right now?”

How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”

Measuring your team’s response to these crucial selling situations is what drives everything else, especially your bottom line: Sales.

So here are some questions for you (whether you’re an independent producer or a sales manager or V.P. or business owner): Are you consistently listening to your calls, grading them, and using the lessons learned to perform better each and every day?

If not, then there is a danger for you to think that if you just make more calls or get more leads or put schedule more demos, then you’ll improve your closing percentage and make more money.

You won’t.

What you will do is waste more time and resources and generate more frustration.

What you need to do is improve your skills sets and improve the way you deal with the common selling situations you get over and over again. And once you do that, you’ll finally move the needle on all the other metrics.

So begin paying attention to and measuring the most important metric of all: How you and your team respond to the recurring selling situations you get day in and day out.

If you’d like to know how to improve those skills, then sign up for my new online training course which begins today! See it here.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated