Direct Sales Phone Follow Up – Make It A Conversation



Last month I wrote a blog post about a new way to look at picking up the phone and I got lots of great responses to it. It’s a big topic in our industry so I wanted to share another perspective on picking up the phone this month.


When was the last time you had a phone conversation with a friend or relative? I’m betting it was very recent, possibly even today. Women love to talk on the phone. So, keeping that in mind, consider these questions:

  • Do you ever call your friend for a chat and then get offended if she doesn’t pick up the phone, making all sorts of assumptions about why she’s avoiding you?
  • Do you get nervous about calling your husband and asking him to make a stop for you on the way home from work?
  • Ever have to “psych” yourself up to pick up the phone to call your best buddy?

No on all accounts, right? Why do you suppose that is? I’m guessing it’s because you don’t tell yourself any lies about how they don’t really want to hear from you or you’re bothering them so you better not call. In short, you believe they want to hear from you and it’s going to be a great experience, so it is. That, and you usually have no agenda when you have a simple, friendly conversation over the phone, so there’s no need to worry about any of the above.


Wouldn’t it be amazing if you could translate that ease and freedom to your business calls? What if you made those calls simple conversations, just like a chat with your best friend? What if you had no agenda other than to engage, relate, listen, and share on those calls? Do you think your results might change. I’m guessing the answer is yes.


So, here’s a simple challenge. Before you pick up the phone to book your next party or follow up on a sponsoring lead, stop and pretend that you’re calling someone you know to have a casual conversation. If you show up that way, it just may put you at ease and make the whole conversation much better for everyone.


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Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at