How to communicate

Connecting with prospects on follow-up is becoming harder and harder. In the past we only had one ore two ways to communicate. You either called the prospect or visited them in person. There was no email. Twitter was a figment of Mark Zuckerberg’ imagination. There was no video chat, no text messages, InMail or instant message. The world was a simpler place. Most everyone had a “secretary” who knew where your prospect was at all times and could tell you when the best time was to reach them. Now it is easier for the prospect to hide behind voice mail which did not involve the secretary lying about you being in a meeting. They can avoid your call because their phone tells them it is you calling. To make matters worse they are a moving target since they can be working from anywhere with there cell phone and fewer and fewer people have administrative assistance that keep track of them. In this environment following up with a prospect can be a nightmare. But there is a way out. The first time you talk to the prospect, all you have to do is ask them how they want you to communicate with them. It is that simple. Some people prefer text messages some prefer that you call their cell some prefer email. Ask them and then get an understanding as to when and how you should follow up. The question that I like is “Is there any trick to getting a hold of you?” When you ask that question directly they will give you the secret formula to getting them on the phone.

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