Article word count: 249 words - Approximate time to read: 1 minute
Do you follow-up possible new clients after they request information? Here’s an easy way to keep the door open to an ongoing telephone relationship until the time is right for them to say ‘yes’.
Have you ever experienced a possible new client shut the door to telephone follow up with a brush-off like, ‘I’ll contact you after I’ve read your information.’
That’s what I call the Hollywood objection. ‘Don’t call us, we’ll call you’ or DCUWCU. (In Holloywood, after auditioning for a role, aspiring actors were often given this cliché response.)
If you respond with, ‘OK, I’ll wait to hear from you then,’ you haven’t gained permission to contact again.
Instead, use this 3-step method whenever you get a DCUWCU – don’t call us, we’ll call you – response, so you easily gain consent to stay in contact.
- Say ‘that’s fine.’
Your automatic reaction is to agree by saying, ‘that’s fine.’
- Ask permission: ‘And If I don’t hear from you in say, 10 days, is it ok to call you then?’
Start with ‘And’; never use ‘but’ (which sounds oppositional and creates resistance.)
Judge the right timeframe; it might be one month or three months, whatever feels right. Nine out of ten clients will say yes, unless they absolutely have zero interest and tell you again, ‘No, please don’t call.’ That’s good to know; you can simply take them off your call-back list.
- When you call back, remind them they gave you permission.
When we last spoke in < month >, you suggested I phone around this time regarding < . . . . >’
Now when they hear from you, you are not interrupting them, but following their instructions. This is the elegance of gaining permission to call again.