You’re not going to believe this, but I hate the phone. You would think as a coach and someone who runs a highly successful business, being on the phone all day would be fun, exciting, and powerful. It is for coaching — I get energized! It is for colleagues, friends, and family — we can talk for hours.
It’s when I have to either cold call or play the dreaded phone-tag. That’s when I want to throw my phone out the window. Why?
Because most people don’t return calls. And if they do, they pick a time when it’s impossible for you to answer them (I think they strategically pick these times).
Let me give you a scenario that happens to me infrequently:
I get a prospect that has either heard me speak, read my articles, or has heard from a powerful friend about how I changed their lives with my coaching.
They call me up for a complimentary session, we have it, they love it, and will get back to me within 24 hours to let me know. Then they fall off the map. I try to call them and follow up leaving voicemails, email, etc.
Then one day, I was at my sales team meeting and a close colleague of mine gave me the secret to virtually compel people to call you back. And it works like a charm.
I send a short, simply worded email and end with three choices. Here’s what I write:
Dear Ryan Reynolds,
I really enjoyed our coaching session a few weeks ago. It’s rare when someone comes to me with clear business issues and the energy to deal with them. Kudos!
Near the end of our session, you were excited about coaching with me, but you said that you had to think about it and get back to me the next day. Over the past few weeks, I’ve endeavored to reach out to you via phone and email since I am holding a March coaching spot open for you.
There must be one of three reasons why we are not connecting:
You are no longer interested in coaching with me.
I have offended you in some way during our coaching session or through my messages.
You’re too busy with work to get back to me.
I await your response. Regards – Rich
Within one business day, the prospect calls me at my office, guaranteed. It happens every time.
They always start out with, “You haven’t offended me in any way — I’ve just been so busy with work lately . . .”. I always listen, agree, and in the end, they become my client.
Try it — it works!
What techniques do you employ to get people to call you back?