Why won’t they call me back?

One of my readers asked: “Do you have any tips or tricks to get my buyer to call me back”?   

In their case, they were primarily interested in gaining a response from a new prospect.  This has been a dilemma since the first salesperson called on the first buyer.  Buyers are more inclined to return your calls when you differentiate this interaction from the typical seller introduction of “Hi, this is Bob from ACME Company, I would like to talk to you about my product.  Please call me back.” 

Firstly, I want to congratulate this seller, and all sellers who are reaching out to new Prospect Customers and attempting to grow their Sales Funnel.  The Sales Funnel is the lifeblood of the commercial enterprise – it provides choices and growth. Building AWARENESS and generating INTEREST are the first two stages of a healthy Sales Funnel.

Let’s explore ways to increase the call-back responsiveness of our buyers.

The challenge of solid Customer Engagement has increased in today’s marketplace where many buyer/seller interactions are not well developed. I would like to suggest that this even extends to the buyer waiting on the seller to “call them back.” I’m not sure if you’ve had similar personal experiences recently, but I have several examples of waiting for a supplier to service my account, provide a proposal, or return my call. The Covid impact on staffing levels, personal fatigue, and our refocus on close friends & family are common excuses being used to cover poor service. 

My primary “tip” is to provide a benefit that compels the buyer to respond. In my experience, Buyers will change their purchasing habits to take advantage of an opportunity or to resolve a threat.  Therefore, to increase the possibility of a response from the buyer you will need to target your message to highlight this opportunity and/or resolve their threat.  

· What challenges may this prospect be facing that your solution will overcome? 

· Does your solution provide a unique benefit that improves the prospect’s business? 

· Has your portfolio expanded recently with new offerings that solve industry-wide challenges?

If you are selling to another customer in a similar industry or application, you have keen insight into how your product or service provides a successful solution. Of course, we do not directly share information from one customer to another. 

Equipped with a solid foundation on how your solution will deliver an opportunity and/or resolve a threat, you can now use High Impact Messaging to engage the buyer. This will differentiate your introduction by demonstrating your understanding of the buyer’s business. Astute buyers are more likely to open their schedule to learn about new offerings that provide a unique opportunity or resolve a threat. It is the seller’s responsibility to demonstrate that a solution is at hand.

Another “tip” is to utilize referrals from your satisfied customers in your Sales Funnel.  These “likes” from current customers bridge the trust gap with Prospect Customers to warm the traditional “cold call.”   The ultimate objective of a strong Sales Funnel is to earn these REFERRALS from existing customers. We earn these referrals by delivering excellence to our customers on every purchase occasion. 

To address the question of “tricks” to get the buyer to respond, my personal preference is to steer clear of these tactics. An experienced buyer will recognize these maneuvers which will likely drive a deeper withdrawal.

I encourage all sellers to refresh on the health of their Sales Funnel – from filling it with customer AWARENESS to earning REFERRALS from satisfied customers…and every stage in between! Although revenue generation in the current marketplace may be meeting objectives, and you may be able to afford a missed order here and there, the marketplace remains dynamic. Buyers have a long memory, and the sellers who neglect the buyer in need will have a hard time earning the business when the buyer has options. 

If you would like to learn how you can: 

     + grow your Sales Funnel

     + tailor your solution to address your customer’s opportunities and/or threats

     + develop High Impact Messaging that increases response rates

Feel free to sign up for a no-obligation 30-minute review of your challenges and possible actions we may take to overcome them by pressing the “Get Started” button on LinkedIn or “Let’s Talk!” button on the website. 

Happy Selling!

George

Ascend Commercial Solutions brings our expertise in Market Development, Sales Management, and Customer Engagement to overcome your barriers to growth. Our structured approach is tailored to your specific company objectives and the challenges you face. The improvements to your business and organization will stand the test of time.