A qualified business prospect, especially an on-profile referral, is a terrible thing to waste (to borrow a phrase). So why waste any? People's needs, wants and objectives are changing all the time. The businessowner who won't see you today may wonder why you haven't called back tomorrow. Consequently, long-term, you will schedule more meetings with a few purposeful phone contacts to qualified prospects than with a series of one-time, do-or-die calls.

Try this: You'll want to throw away china eggs, but to avoid risking too-good-to-lose on-profile prospects in a series of one-time, do-or-die phone calls, use this variation on the "X-Dating Technique" if it becomes clear you won't be setting a scheduled meeting now.

Agent: "I understand that you don't want to see me now. But may I end our conversation with three short questions?

"When does your group life and disability insurance renew?

"When does your fiscal year end?

"And, finally, is there any reason why you'd object to my calling within 45 days of those dates with specific ideas you might find of interest?"

Most people won't object and will answer your questions (if only to get you off the phone!). But now you have a time and reason, suggested by the businessowner, to call again. And the next time won't be a cold call, so the results are likely to be better. Even if you don't schedule a meeting after the second contact, you'll be building a relationship with the prospect and learning more about the business. Eventually, you'll find something the prospect wants to talk about, and your follow-up and professional manner will have earned a scheduled meeting.

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