I got this question the other day and I wanted to share it with you. What happens when you don’t get a callback? Or what happens when they were interested in the products and I called to follow up and they didn’t answer?
First of all, you want to make sure that you confirm a time before you set the follow-up. You don’t want to say, “Here, check this video out and I’m available to talk in five minutes.” But if they say, “let me see, let me watch this video first” and then you say “okay I’ll call you tomorrow…” You have to have a specific time. Remember, professionals run by their calendar.
Let’s say you’re talking to you lead and you tell him, “okay Bill, I’m going to send you this information. Are you available tomorrow at 2 o’clock? I’m going to give you a call and we can go through this and I can answer all of your questions.”
So, here’s the 3 strikes. I do three strikes and you’re out, and this is all going to go back to having posture and running this as a profession.
Here is their first strike. You call and they don’t answer, because most of the time they’re not going to answer. So, you call and you leave a voicemail, “hey Bill, its Julie. We had a 2 o’clock call, give me a call back at your earliest convenience.” That’s strike one.
Then you don’t hear from them. 24 hours later you call again. Let’s say you got their voicemail again. “Hey Bill, we were supposed to have that call yesterday and I didn’t hear back from you, I hope everything is okay. Listen, if you’re not interested in what I have to share with you that’s okay, just let me know, it’s no big deal. I look forward to hearing from you.” This is strike two.
Let’s say you don’t hear from them again. (Remember, these three calls are all in three days.)
What you’re going to do is call again. If they don’t pick up again you say, “Hey Bill, its Julie again. I’m going to go ahead and mark you off my list. I’m going to assume that you’re not interested in this anymore, and that is totally fine. You’ll never hear from me again unless you want to reach out if you have any questions. I want to wish you well and I’ll talk to you later.” This is strike three.
So here’s the thing, most people don’t like to be marked off a list. You’re going back to your posture card with this.
Most people that suck as sales want to hold on to that one person and keep hounding them, we don’t do that. We don’t suck at sales. We are professionals and we are marketers.
And so we don’t need them. And when you show them that you don’t need them and you have that posture card, it brings back the power to you. You’re saying, “listen its cool. I don’t need you. I was offering this to you but I’m going to move on now.” and you’ll probably end up hearing from them. It really works.
People want to know what my secrets are that have helped me be successful. This is it right here. I’ve never spent more than a couple calls or reach outs to somebody and then I let them go. And I’ll tell you, they do watch and they do come back around.
I hope this helps you guys. Just stay strong, keep going, keep moving past people.
Cheers to your success!
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I recently discovered your video’s on FB, some great advice. I started with Rodan + Fields back in April and struggling a bit. I thought I would be changing more skin than I really am by now. I am still reaching out to my warm market currenty. I had a question about this article, The 3 Strike Rule. I think this is great but my concern is, how do you tell a friend “I am crossing you off my list” without making them feel they were just another name on “your list”. Sounds like there was motive instead of just wanting to share the products/business with them and if not interested that is OK because it’s not for everyone. I dont want to come off that I am using the friendship to just make a sale or grow my business. Is there a different way I could “write then off” without sounding harsh? Also, do you have any follow up verbage for when you reach out to folks to start the convo going and they dont even respond back? Thanks so much!