Is Your Sales Cycle Stuck In a Callback Rut? Here's How To Get Out!

Published by Andrew Wise on October 9, 2008

Making call after call and always leaving messages? This can be both frustrating and time-consuming. Often times, you talk to your prospect on the initial call, only to have them fall off the face of the map a couple days later — what to do?

You Need a Sense of Urgency

Urgency is imperative in sales. If your client doesn’t feel a sense of urgency, they won’t act. If you tell them you will get back to them ‘whenever’ then they’ll return the favor and get back to you ‘whenever’.

However, if you tell them you will contact them in 2 days, and will need a decision in 5 days, suddenly there’s urgency, prompting them to make a decision. If they say no, and you feel like you rushed them, too bad. It’s better you hear a “no” now than have to wait 2 weeks to hear that no.

Give Them an Ultimatum

What if you talked to a client, but they haven’t returned any of your calls? You feel like you’re powerless, as they have the power to call you back.

Turn the situation around on them, and in your final message, tell them “this is the last time I will be contacting you regarding this offer,” please call me back if you’re interested.

You’re creating that urgency and making yourself feel better at the same time. If they don’t call you back, who cares, you’ve already written them off, and if they do, great!