Lately I’m hearing a lot of salespeople say they call prospects, leave messages and they never call them back. Most times the prospect doesn’t answer the phone. In an age where every phone has Caller ID it is a split second decision to quickly ignore the interruption. When this is true most of the time, we want to ask ourselves, “Why?”
The strongest influence in personal behavior is weighing the consequences of any action. What are the consequences of answering the phone or returning a voice mail message of any unknown person? Another factor in determining what we do and don’t is fear. Combine those two and here is what the prospect is thinking; “I don’t know this person; I don’t know why they are calling; I’m busy; I’m afraid if I answer, I’ll never get that time back; and if I avoid it, it will go away.” And guess what, you do. You stop calling. The prospect was right! [Read more…]