"How do I get someone to respond to my calls or emails? I've
sent him information but now I can't get in touch with him."
The short answer...you don't.
You can't force anyone to reply to an email or return your call.
However, if you set it up properly, you will never have to say, "I'm just
following up."
The key is to establish a day and time for a subsequent
conversation BEFORE you send your prospect any information. And, just as a FYI,
if you're sending corporate brochures, you can disregard this post because this
type of information seldom entices a prospect to make a buying
decision.
Here's the approach I have used to reconnect with my prospects
after an initial call or subsequent discovery meeting. Before I end
the call or meeting, I say something like, "John, I will get that
proposal to you by close of business on
Wednesday. When is a good day and time to review it with
you?"
If they tell me to call later in the week or early the following
week I politely press for a specific day and time.
"Does Friday at 10:15 am work
for you?"
In most situations, they say yes or give me an alternate time. Then,
immediately after the call--and this is critical--I send them an Outlook invite
which places me on their calendar.
I have consistently found that this approach practically
eliminates the "I'm just following up" call because now they are
expecting my call and we have a specific reason to talk.
Have a productive and profitable week!
