CHAPTER 15PRE- AND POST-CALL COMMUNICATIONS
We begin with some basic guidelines for how to make your proactive calls.
PHONE FIRST: MAKE CALLS THE FIRST COMMUNICATION IN YOUR SELLING WORK
Make the phone call your first communication in each of the sale situations detailed in the last chapter.
Even before emailing (if you email at all), calling first is effective because almost nobody else does it. If you make your phone call the tip of your communications spear, you will be a sales rarity for all the people you call – and totally singular for many of them.
You will stand out from nearly everyone your customers and prospects deal with, and that's a tremendous benefit in our profession. Your customers and prospects will be shocked and amazed that somebody cared enough to pick up the phone and communicate with them.
Make your proactive calls the tip of your selling spear – the first effort in each of the pipeline situations detailed here. Before long, you will find your sales growing accordingly.
THE OPTIONAL PRE-CALL COMMUNICATION
If you know the customer well enough that you are comfortable sending a pre-call text message, and you prefer to schedule the call so the customer is expecting you, do so.
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