<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=122028241995116&amp;ev=PageView&amp;noscript=1 https://www.facebook.com/tr?id=122028241995116&amp;ev=PageView&amp;noscript=1 ">
etailinsights eCommerce Data and Sales Blog

Why etailer Clients Aren't Calling You Back As Often As They Should Be

By Darren Pierce on Nov 4, 2014 6:00:00 AM

Everyone is busy. Really busy. But no one person is so busy that he can’t return your call after you’ve left three voicemails.

If this situation sounds familiar, I hate to break it to you, but it’s not them . . . it’s you.

The reason they’re not picking up isn’t that they can’t find the time, it’s because they think talking to you might be a waste of time.

There are a million and one reasons why prospects do or don’t call back, but one, in particular, stands out to me because it’s so incredibly simple. It’s also incredibly powerful and can help you reel in more prospects.

Here it is . . .

Give Them A Reason To Call You Back

Like I said before—this concept is simple, and although many B2B salespeople think they do it, they actually don’t.

There’s a major difference between telling a prospect why you want to talk to them and why they should be talking to you. The former won’t get you a callback. The latter will get the prospect thinking about what value you might be able to provide, how you might be able to make life a little easier.

How Do I Give Them A Gripping Reason To Call Back?

Good question.

And again, the solution is simple! Take these three elements into account:

  1. Show the prospect you know something about his business. Subtly demonstrate your knowledge and build trust so he knows you’re serious—not just another cold-caller fishing for nibbles.
  2. Give him a specific reason. The more specific the better. Use your knowledge to paint a personal picture for him and how you could be of value.
  3. Give him a reason to meet now. If he thinks he can wait until tomorrow or next week to call you back, it’s probably not going to happen.

Start giving etailers a reason to call you back and they will.

What other factors contribute to getting an etailer to call you back?

Written by Darren Pierce

Lists by Topic

see all

Posts by Topic

see all

Recent Posts