Pt 2 - The Initial Call - It's All About Business Intelligence

I’m consistently amazed how many opportunities are lost by laziness and the lack of ability to note the slightest opportunity to engage.

A prime example of this is the “call me back” scenario. 99% of callers who receive this response always put there contact, upon receiving this response, into the no opportunity silo. When someone says call me back there is obviously a small percentage that mean “I’m not interested” but the majority actually mean call me back. If you’ve managed to communicate your name and the company you are calling from then the introduction process has begun. When you call them back the recollection of that initial call may well be there particularly if it is within a few days - and especially if you called them at an awkward moment!

The best example of this was a call to a senior marketer who was picking her children from school and the company had put me through to their mobile. Well what a great intro when you call back – I always open up with the “timing is everything” statement and there you have a warmer call.

So the rule is – make a note of the situation - business intelligence, however minimal and even non-business related, is gold dust.

This might sound simple but this particular round of calls once again generated a significant opportunity for the agency concerned.

Thanks for reading!