You sound too needy!

If you're navigating the vibrant and diverse Middle East market, you've likely encountered the challenge of unanswered voicemails, emails, and texts. It's a common hurdle, but one that can be overcome with the right approach.

As a seasoned sales professional at Ignite Training, I've had my fair share of experiences in this dynamic market. I've learned a thing or two about what works and what doesn't, and I'm here to share some insights with you. Let's delve into the three main reasons why your prospects might not be returning your calls and how you can turn the tide in your favour.

1. The Pitfall of Appearing Needy and Salesy

In the pursuit of a sale, it's easy to let our eagerness get the better of us. We might find ourselves saying things like, 'Oh Fatima, I noticed you responded to our ad on LinkedIn. I'm really looking forward to discussing this with you. Please give me a call back at your earliest convenience.'

While this might seem like a polite and professional approach, it can inadvertently lower your status in the eyes of your prospect. It can come across as begging for a callback, which can make you appear needy and desperate. This is a common pitfall that we must avoid. Remember, you're not just a salesperson; you're a problem solver. Your prospects need the solution you're offering. If they choose to buy, fantastic. If not, it's their loss. There are plenty of opportunities out there.

2. The Danger of Sounding Scripted

When you're making numerous calls each day, it's easy to fall into a monotonous rhythm and start sounding like a scripted robot. But let's face it, no one wants to engage with a robot. They want to connect with a human being.

So, take a moment, slow down, and personalise each call. Inject a bit of your personality into the conversation. Your prospects will appreciate the effort and are more likely to respond positively. At Ignite Training, we've found that a personalised approach significantly improves engagement rates.

3. The Importance of Focusing on Results, Not Products

When calling back your prospects, it's crucial to shift their thinking towards the results. For instance, if they responded to an ad about your product or service, don't just regurgitate the ad. Instead, try something like this: 'Hi Fatima, it's Ben here. I noticed that you were interested in finding ways to streamline your business operations. I thought I'd give you a call to see if we could help...'

Notice the difference? You're not just selling a product or service; you're selling the result. This subtle shift in focus can make a world of difference. It's not about the features of your product; it's about the benefits and results that your prospect can achieve.

Conclusion

If you want to increase your callback rate in the Middle East market, remember these three key points: avoid sounding needy, steer clear of sounding scripted, and always focus on the results. Implement these strategies, and I guarantee you'll see an uptick in your callbacks.

In the Middle East, relationships and trust are paramount. So, take your time, personalise your messages, and always highlight the results your prospects can achieve. By doing this, you'll not only get more callbacks, but you'll also position yourself as a trusted authority in your field.

At Ignite Training, we've seen firsthand the power of these strategies. They've helped us build strong relationships and achieve remarkable results in the Middle East market. So, remember, it's not just about selling a product; it's about selling the results that product can deliver. Keep this in mind, and you'll see a significant improvement in your sales communication in the Middle East market.