In a sales situation you either in control of the outcome or you’re not.

Have you ever been in a situation like this before? 

Someone has reached out to you online and enquired about working with you. You send them your call scheduler link and they didn’t book in, now you don’t even know how to message them back to re-engage the conversation of booking in. You either just cross your fingers and hope they’ll get around to it because it would be way too awkward to be like ‘Oh hi.. remember me? Did you still want to book in a chat?’ You’ve now lost control of the outcome.

Here’s my thoughts: Call schedulers are a great tool. I love the automation and user experience of them! But, they’re only great when used in the correct situations and work effectively to achieve the outcome you want. I personally think if someone has taken their time to reach out to me, I also take my time to personally communicate with them to arrange a time that suits them. (I will do a blog soon about where call schedulers are used most effectively for sales and where they’re most likely killing your sales – watch this space) 

You can simply reply to the enquiry by offering 2-3 options to the person who reached out and get them booked in. 

“I have Monday afternoon or Thursday morning free, which would suit you?’

They respond (example – Monday afternoon) ‘Great! I have 1:30pm or 3pm available, which of those times is best for you?’

You keep control of this situation to book them in a secured time for their call instead of waiting until they get around to clicking the link you sent them. It really doesn’t take that much more time.

Let’s use another example of how you could be losing control of the outcome with your leads.  

Have you ever met someone in person and got chatting about your business. They’re so engaged and interested in knowing more so you give them your business card? Now, unless you took their details or connected with them in another way, you’ve completely lost control of this outcome. You may never hear from that person again. 

I suggest you focus on receiving their contact details rather than giving yours. For B2B (Business to Business) your aim should be to take their business card instead of giving yours or connecting on social media. That way you are in control and can follow up with them. In a B2C business, your aim should still be receiving their details to follow up. You could ask for their email address and/or phone number and let them know you will be in contact to arrange a call, email them with more info or to send them something of value. If you have the chance to, you may even get them booked into you calendar for an enquiry call right then and there. Regardless of which end path you choose, you have their details and are in control of following up, adding further value and building on the relationship rather than just giving your details and hoping they’ll one day be in contact.

One of the most common ways I see business owners lose control of the outcome with their leads is at the end of an enquiry call when the potential client says they’ll think about it and let you know. There’s so many ways to then keep that conversation going on the phone to re-engage in their decision making process. However, if someone is going to let you know, your focus on the call should be rebooking in another time to further discuss if they say they need some time to think about it. That way you’re not just ‘waiting’ for them to get back to you (if they ever do) and you’ve secure a time to be in contact again.

These are just a few examples to help you look into your processes and see where are you staying in control of following up your leads and where are you giving away control and left waiting to be contacted.

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