Thoughtful Thursdays - Why Don't You Return My Calls?

I had lunch recently with a long-time friend and business colleague. Conversation eventually came around to the economy as it often does these days. At this point in time they have not felt any negative effects as a result of the current economic conditions.

Frankly, I was not surprised to hear that sales continue to meet their objectives. In fact I expect they will weather the economic storm we are experiencing quite well. It is not because they have a unique recession proof product offering, rather it their approach to sales that is key - never leave any stone unturned.

Why is it that people do not return calls to potential customers? I experienced this phenomenon personally recently, heard of another instance from a client this week, and at lunch my friend related a similar story.

Today's thought is: Don't even think about not returning a potential customer's call. Return the call and do it the same day. In most cases you will be able to leave a voice mail if it is after business hours.

Even if you do not have the answers or the product and/or service offering, take the time to acknowledge every inquiry. These are 'warm' calls, people that want to talk to you - what could be easier? Even if you are not able to supply what they are looking for, take the time to ask a few questions about their business, you may identify new opportunities for your business.

Thoughtful Thursdays will be taking a break for the holidays, returning on Thursday January 8, 2009.

Until then, good selling, have a great holiday season and best wishes for 2009.

Richard