The
Art and Science of Telephone Follow Up How
to turn the telephone into your most powerful
business-building tool
Robert
Middleton interviews Denise Clancey
Are
you avoiding telephone follow-up calls? Do you find
it hard to follow up by phone with leads and
prospects?
If
so, you are losing clients and holding back the
growth of your business.
I
think of telephone follow-up as the pivotal action
between marketing and selling. Through your
marketing you gain visibility, make connections and
communicate about your services. When someone is
ready to explore doing business with you, the sales
process starts.
But
the sales process won't start until someone makes a
call. If you wait for the prospect to make the
call, you may be waiting for a very long time!
If
you are not consistently making telephone follow-up
calls, you will never reach the true potential for
your business. Mastering the art and science of
telephone follow-up is the key activity for
proactively growing your business. Here are some
situations where you can use telephone follow-up
calls:
•
After meeting a potential client at a networking
meeting
•
After giving a presentation or talk to a group
of potential clients
•
Following up with a lead you've
received
•
Following up with existing clients or with old
clients
•
Making calls to potential clients you haven't
met before
Many
Independent Professionals are not good at making
these calls for several reasons. Which of these
are true for you?
•
You believe that if people were interested,
they'd call you
•
You're afraid you might be rejected
•
You feel that your call is an intrusion or
bother
•
You don't know what to say on the
call
•
You find it hard to get past gate keepers or to
get people to call you back when you leave voice
mail messages
What
This Program is About
What
if you had a complete and effective system for
making these follow-up calls and you could turn
those calls into appointments and new
business?
That
is what this audio program with Denise Clancey is
about. Denise contacted me about this program
and I jumped on it, as I realized I had never
covered this important topic in real depth. Let me
tell you about Denise:
Denise
Clancey has been in the telesales and customer
service industry for 20-plus years. She
works with small businesses and independent
professionals to improve their ability to sell
and service their customers via the
telephone.
Denise
started her company, Teledirect Partners, in
2003. Prior to starting her business she ran
call centers for MCI, Lotus and IBM. In fact,
with Lotus she established a successful small
business sales organization that was responsible
for bringing in $32 million in new business in
its first full year of operation, 100% via
telephone! Denise really knows what she's doing
when it comes to telephone follow-up.
Denise
is a frequent speaker on the subject of
teleselling skills and techniques and has
published a number of articles on the subject.
Denise
is the author of the upcoming book tentatively
titledTelephone Traction: 118 Tips for
Telesales and Customer Service Managers.
What
the Program Covers
Let
me tell you about the program, what it covers, and
how it will benefit you.
Part
1 - The Big Picture of Telephone Follow
Up
In
the first part of this program, we build a solid
case for telephone follow up - how it works and
why it's such an essential component of any
marketing plan. We dispel many of the myths of
telephone follow-up and break it down to it's
simplest components, demonstrating that any
Independent Professional can be successful in
applying telephone follow-up to their business.
Part
2 - Using Effective Telephone Follow-Up
Scripts
In
the second part of the program we get down to the
how-to nitty gritty of actually making follow-up
calls. Denise breaks this down into four kinds
of follow-up scripts that can be adapted to almost
any situation. The scripts are:
a)
The "Voice Mail" script - what to say on
voice mail. How to leave messages that actually
get returned.
b)
The "Reaching the Target" script - How to
effectively engage a prospect once you reach
them and then how to further the business
relationship by phone.
c)
The "Gatekeeper" script - How to effectively
interact with the gatekeeper (who is protecting
the prospect), how to get the gatekeeper on your
side and help you get through to the
prospect.
d)
The "General Interaction" script - How to
deal with calls that come into you from your
marketing activity and how to turn those
conversations into appointments or often, sales.
Not
only do we talk about these scripts and how they
work we actually do in-depth role plays with each
of them. You'll hear what to say and how to say
it word-for word. You will be able to easily adapt
these scripts and role-plays to your business.
You'll finally see how easy it can be to forward a
business relationship by telephone.
Part
3 - Tools of Follow Up and Getting Past Follow Up
Resistance
In
the final section Denise discusses all the tools
you'll need to get the best results from your
telephone follow up activity. She shares some
brilliant ideas to make this process easier and
more effective.
We
complete the program with a discussion about how to
get past the resistance and fears many of have
about telephone follow-up. For many, this will be
worth the price of the program itself. Like the
rest of the program, we cover practical hands-on
tools and techniques that actually work.
The
Intention of this Program
Very
early in my business I listened to an audio program
on cassette by Phil Wexler, the co author of
the book Non-Manipulative Selling. In this talk,
Phil discussed in depth how he had started his
business and gotten his first clients. I must have
listened to that cassette a dozen or more times. It
became one of the models for growing my business.
It included several specific marketing and selling
approaches, many of which I'm still using today.
His
talk also became the model for how I taught my
clients marketing. I've always tried to give
people very hands-on tools that they could apply to
their business. And that may apply to this program
more than any I've done up to this point.
This
is the most hands-on audio program I've ever
conducted. It will give you techniques and
skills you can apply immediately - the next time
you pick up the telephone to follow up with a lead
or a prospect.
The
Difference This Program Will Make
If
you are not making effective telephone follow-up
calls now or are avoiding making these calls,
this program will give you the techniques and tools
you need to get the following results:
•
You will find it easier to make all kinds of
telephone follow-up calls. You'll know what
do do and how to do it. You'll know what to say
and how to say it.
•
You will make more positive connections by
telephone. You'll discover the power of
building business relationships by
phone.
•
You will close more business
consistently. If you are making more
connections by phone, you'll ultimately make
more appointments with qualified prospects and
turn more of those meetings into clients.
•
You will stop dreading picking up the
phone. You'll finally understand the power
of the phone and make it work for you with much
less fear and resistance.
If
you would like to see results like this in your
business, I urge you to order today! Just click
on the order
button
below.
One
more thing...
Do
you Really Resist Making Follow-up
Calls?
This
is a story I tell on this audio
program.
Many
years ago I was working with a client
who was deathly afraid of making
follow-up calls. I spent a lot of
time coaching him and teaching him the
necessary skills (in fact, what I
taught him was very similar to what we
cover in this program.)
With
a lot of persistence, he finally
started making calls. He called me
up one day and said, "Robert, I made a
call to this company and I left a
message but I screwed it up." (We had
practiced the whole message approach.)
"At the end of the call, my mind went
blank. I ended the call with 'Er…
ah… Ugh…' and hung up the
phone!"
He
was really upset, sure he had lost this
client. I talked to him and got him
calmed down. I said, "You're not going
to die," and tired to give him some
perspective. Two days later, he called
me up and said, "Guess who called me
back, Robert?" Yes, it was that
company. Not only that, it turned into
a $60,000 project!
If
he hadn't made that call he would never
have gotten that client. I'm amazed
at the number of people who avoid
making follow-up calls like the plague.
Look, even if you don't make a perfect
call, like my client, it just might end
up in new business.
This
is a skill you can learn, and what
we cover on this audio program is all
you need to dramatically increase your
effectiveness in making these calls,
getting more appointments and making
more sales (as well as getting over the
fear and resistance to making them).
Don't
be resigned to waiting for prospects to
follow-up with you. This may be the
number one reason your business isn't
growing as fast as you'd like. Get this
program today and see what a difference
it makes to make effective follow-up
calls.
Remember,
each of my programs is fully
guaranteed, so if it doesn't work
for you, you can get a 100% refund. You
have nothing to lose and whole lot of
new business to gain!
Cheers,
Robert
Middleton
P.S.
Making follow-up calls may be the most
"unsexy" marketing activity you can
do. It's easy to go nuts about Web
2.0 and blogs and marketing technology
with all the bells and whistles. But I
assure, you nothing can give you more
leverage in your marketing than making
good follow-up calls.
Ordering
Details for this Audio Program
This
is what you get when you order this
program:
1.The
Art and Science of Telephone Follow-Up Audio
Program
A 110 minute Online Audio (mp3 format)
that you can listen to on your computer or
download (and put on your iPod or Mp3 player).
This audio is divided into two parts for easier
downloading.
2.
A complete 76-page transcriptionof
this program in pdf format that you can
print out and refer to over and over again. This
includes detailed word-for-word
scripts.
3.
A 100% money back guarantee of satisfaction.
If you don't get more than your money's
worth of value from this program, let me know
and I'll refund our fee in full.
All
this for only $29
(yes,
I know it's not enough, but I want to make this
available to everyone who needs this
information.)
Order
the "Art and Science of Telephone Follow-Up" Audio
Program.
If
you think this program is what you're looking for,
I invite you to order online. Here are the
details:
Yes
Robert, count me in. I want to understand
and implement the
Art
and Science of Telephone Follow-Up
in
my business.
The
Online Mp3 Audio + Transcription are just
$29.
To
order, click on the link below. You
will be taken to a shopping cart checkout.
Just click on "checkout" and you will be
taken to the order payment page. Once you
order, you'll be taken to a confirmation
page where you can get access to your
program immediately.
