Let’s say that you’ve been having ongoing conversations with a potential client, and your cold calls seem to be very successful. People are showing interest and want to continue the conversation. But then all of a sudden your calls aren’t returned. Are they evading you? Well, we’ve been trained to think that unless we’re constantly “moving a sale forward,” we may lose it. So we automatically keep calling back and leaving messages.

These messages usually sound something like, “Hi, haven’t heard back from you, so I’m just calling to follow up. How are we looking so far? Looking forward to hearing from you.” The biggest problem with this approach is that leaving insistent messages shows you’re trying to move the sale forward. And this makes your potential clients feel pushed.

This kind of follow-up to your cold calling tells them that your focus is on yourself and that you aren’t interested in their issues. This keeps them from calling you back. You’re trying to ignore the possibility that they’re avoiding you because they feel sales pressure from you.

Until next time,

Keep calling and keep it conversational…

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com

Tags: Cold Calling, cold calling techniques, cold calling tips, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training

This entry was posted on Tuesday, July 13th, 2010 at 10:00 am and is filed under Ari's Posts. You can follow any responses to this entry through the RSS 2.0 feed. Responses are currently closed, but you can trackback from your own site.