Nina Sunday How to Respond to the Hollywood Brush-off, 'Don't call us – we'll call you'
Do you follow-up possible new clients after they request information?
Here's an easy way to keep the door open to an ongoing telephone relationship until the time is right for them to say
'yes'.
Have you ever experienced a possible new client shut the door to telephone follow-up with a brush-off like, 'I'll
contact you when we're ready to go ahead.'
That's what I call the Hollywood objection, ‘Don’t call us, we’ll call you.’ After auditioning, aspiring actors in
Hollywood were often given this cliché response.
Use this 5-step method whenever they get a DCUWCU – don’t call us, we’ll call you – response, so you retain
permission to stay in contact.
- Say ‘That’s fine.’
Your automatic reaction should be to agree with your client by saying, ‘that’s fine.’ - Ask permission: ‘And If I haven’t heard from you in say 10 days, is it ok to call you then? ’
Start with 'and'; never use 'but' (which sounds oppositional and creates resistance).
Judge the right timeframe; it might be one month or three months, whatever feels right.
Nine out of ten clients will say yes, unless they absolutely have zero interest and tell you again, 'No, please
don't call.'
That’s good to know. You can take them off your call-back list. - When you call back, remind them they gave you permission.
'When we last spoke in < November > you suggested I phone around this time regarding ... "Now when they hear from
you, you are not interrupting them, but following their instructions. This is the elegance of permission marketing.
How you end sales calls determines whether the next time you contact your prospect they’ll be happy to hear from
you or whether they’ll consider your call an interruption.
Selling today is about continuously asking your customer for permission to stay in contact, so they expect to hear from
you, keeping the door open to an ongoing relationship.
Action Summary
- Remember to end every phone call referring to the best time frame to contact again and wait for them to agree.
- Make a note of the agreed call back date in client history and schedule the call back on your calendar.
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Nina Sunday CSP B. Ed is a Conference Speaker, Author and Business Owner of
Sydney-based Brainpower Training, leading a team of facilitators Australia-wide.
She served as 2011 to 2013 President of the National Speakers Association of Australia
in NSW and ACT plus five years as a National Board Director.
Contact: +61 2 9975 6977 | [email protected] |
http://www.brainpowertraining.com.au