Leave 'em Wanting More
February 2005

How many times has a customer or prospect pledged to return your call, only to allow weeks or longer to elapse before doing so? How many times have you elected not to make yet another follow-up call for fear of being a pest, or worse, having to leave another dreaded voicemail?

Prospects need more than a rushed pitch of your company’s advantages to return your call. If you find yourself striking out with a hard-to-reach prospect, try enticing them with an old entertainer’s trick: Leave ‘em wanting more! Here’s an example of what we mean:

Sometimes the best way to ensure a prospect calls back is by teasing them with a piece of an interesting story.

The Half-Story
During a recent sales call, it came to light that our prospect had recently read a popular business book. After excusing himself to attend to an internal matter, he agreed to follow up if we sent an email with the details of the conversation. To be sure we got that phone call, we ended our email with this postscript:

“P.S. That book you mentioned? I recently had a conversation with someone who has implemented some of the strategies it suggests, and the results were quite interesting. I’ll fill you in on what happened the next time we talk.”

The result? Our prospect called the next day, leading with “OK, tell me the rest of that story!”

What Grow Sales, Inc. Can Do For You
Grow Sales, Inc. has been ascertaining the strengths and weaknesses of the print customer base in the Graphics Arts industry since 1996. With a full range of advisory and marketing solutions, we'll help you ensure your messages-humorous and otherwise-never fall on deaf ears.

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