Boost Your Callback Rate in Three Steps
Okay, I am going to start with a confession here–if you are reading this article thinking that you are going to learn how to increase the rate at which prospects call you back, then I have deceived you. First, let’s re-emphasize a point from a previous article (“Accept it Dude, She’s Not Gonna’ Call”): if you wait for a call back, you will wait forever. The ball will forever remain in your court.
So whose call-back rate are we talking about? You guessed it…Just as the headline read: It’s yours.
We have all been there, especially when it is a part of our prospecting routine. Whether we are making that first phone call to a prospect, or the tenth, making the necessary dials is something many of us sometimes put off until it is too late. I am just as guilty.
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Keith F. Luscher is author of the book Prospect & Flourish, and is a Marketing Representative with Principal Financial Group. Prior to joining Principal, he served professionals in the insurance and financial services industries as a management consultant. In that role, he advised producers on issues related to marketing and prospecting, and developed groundbreaking educational curriculum. Luscher is also a nationally known author, speaker, and expert in media, interpersonal communication and marketing.
