Last Thursday I was working in my office and received a voice mail message that said, “Hi it’s Dan. I was just looking at your website and I’m interested in learning about your training.”
As you can imagine, I returned that call pretty quickly and here’s how it played out…
“Hi, Dan speaking.”
“Dan, it’s Kelley Robertson returning your call.”
“Hey, thanks for getting back to me. I was on your website and saw that you do training. I work for (a company who provides online printing services) and wondered if you have heard of us.”
“Sure have. A couple of people from your company reached out to me last fall. So, would I be correct in assuming that you’re not actually interested in training but you want to sell me your services?”
“Yeah, are you interested in booking an online demo?”
Combined with the negative experience I had last fall with both sales people from the company (one missed the scheduled online demo and the other called me Rick in her voice mail and email) AND the fact that Dan had left that voice mail simply to get a return call, the rest of the call went downhill fast.
I despise sales people who use manipulative tactics to get appointments or return calls. It is individual’s like this that give professional sales people a bad reputation.
Misleading people to get them to return calls is not an effective long-term strategy. You might get the call-back but it’s going to be tough to earn your prospect’s trust and close the deal.
Do yourself a favor…be honest, open and direct in your prospect communications.