Call me back or I'll send the Boys Round

I have learned, and continue to learn, many lessons in life and business.

When I started out in Sales, it was selling industrial packaging to manufacturers and wholesalers. I'd sell boxes, tapes, bags and all manner of staples, machines, and gadgets.

I was pretty good at it too - I was only 23 then and I have been involved in selling ever since, whether for my own business or someone else's; I have learned to enjoy the thrill of the process and the pleasure of getting the deal.

Out of all the Sales process, there is still one that used to really get to me - it's when people don't respond.

Not just from an email or message but when, following a meeting or proposal submission, they go completely dark, avoid follow up calls and never respond to emails.

It used to really bother me - in fact, if someone was rude or offhand I made it my objective to get even and irritate them even more. I'd write to the CEO of the company, enraged by how I'd been treated...

Allegedly, it's good fun to publish a mobile number in the free ads with an offer of FREE FA Cup Tickets too - so I'm told...

And where did this get me...?

Not very far...

I was on a long drive with my Boss, on our way to see a major client in the frozen North of England - yes we were off to Manchester...

I explained my frustration at not getting responses, how it bugged me, how rude it was of them and why I believed I deserved better treatment.

He smiled and chuckled to himself. Then he asked me a question;

If someone wants to buy from you, do you think they will respond...?

Well, yes of course...

Then what are you doing to make your proposal, pitch or product so toxic that they actively avoid actually telling you they aren't going to buy...

Errrrr - what...?

The reason they don't call you back isn't that they are being evasive or rude, it's because they don't like what you are saying or offering them; change the pitch and change the offer - and while you're at it drop the ego...

Ouch...!

That wasn't what I expected - I was good at selling, I had good products, I was a nice guy and they were lucky to have me interested in supplying them...

And then a rather large penny began to drop...

Over dinner, I told Lynn about the conversation in the car to check her perspective and of course get her support that I was right, my Director and clients were wrong...

Shock Horror - she agreed with them. Apparently, my Ego got in the way sometimes; only when I was awake though apparently so not all bad...

What I figured out was that prospects will respond how I encourage them too. They will call me back if they see value, if the proposal is compelling, if they feel that I really understand their needs and have a product that is in their best interests.

Sounds obvious now - it is always the feedback we receive that should determine the quality of our communication, and yes it's still frustrating to not get a reply.

What I have also learned is that even if the pitch is perfect - stuff happens to prospects that affect their feedback and decision making; stuff that is outside of my control.

I remember finally getting hold of someone on the 'phone only to find that she had a funeral to arrange, and a family to support - the last thing on her mind was giving me feedback on my quotation for corrugated boxes.

So if you hear yourself or others cursing prospects for not returning calls - don't send the boys round, but consider the following;

1. Maybe your proposal sucked - how can you do it better...?
2. Perhaps they don't like you - what can you do to be nicer...?
3. Life happened to them - it's not all about you after all...
4. Is your Ego getting in the way of learning - or do you know everything...?
5. Check with your Wife / Husband to see whats real...

Up your game to get better Results - have fun...

David Holland MBA is a Writer and Coach - originally from inner city Birmingham his life and career have taken him all over the world. Having lived in the UK and the USA he now lives in rural France with a Labrador and a Beagle and the girl he met at high school 40 years ago...

He enables people to live extraordinary lives through his Coaching, Events and Workshops and is available for consultations, keynotes and events...

He's done it himself so knows what he is talking about too...

So to get in touch with David Holland from Birmingham, just drop him an email at [email protected]

Results Rules OK is the unique little Coaching and Training Company with offices in Luxembourg and the UK we provide Business and Executive Coaching Programmes, Training Workshops and Key-Note talks at conferences...

You can find out more at our website - www.resultsrulesok.com