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An incentive would be something like, “I have 2 bonus dates left this month and I’m giving away something amazing to whoever books those dates.” or “If you call me back before Wednesday, I have a little something extra for you when we book your party.” That’s my take, anyhow. Not sure if it’s what Tara and Lisa meant or not.
I've been in direct sales for almost 2 years, and right now I'm actively working on my apprehension of the phone, so I really appreciate the insight that I'm getting from the blog. I know this an old post, but what did you guys meant by giving them an incentive to call you back? Can you give me an example of how to do that using your followup system?
I also really like the idea of giving people an incentive for calling you back – I know that some of our sales people have had great results with that method. And "fortune is in the follow up" is now my new favorite training quote. Thanks as always for the great information!
Thanks, Lisa. Love your incentive idea.
You're right about the follow-up being necessary until they tell you to stop. You never know how their life may change. We have to stop taking "no" so personally, and be conscientious and consistent in following up diligently.
One of the things I try to do is give them an incentive to call me first. About half the time, they'll call me, I'll get the answer on that call, and won't have to play phone tag.
You're dead on about setting the expectations and be honest with folks. If this is your livelihood, you need to be persistent. The Dentist doesn't give up the first time you reschedule. They put you on a follow-up schedule.
Great post, Jules!
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