Someone asks me this question at every workshop. They want an exact breakdown. Is persistence one follow up call? Two? Persistence means calling/contacting until your communication with a client or a prospective client reaches a conclusion. That conclusion can be "yes I want to work with you" or "I'm interested in working with you but not right now...

One thing I notice in every workshop is how reluctant people are to leave messages. Admittedly the return realized on messages has declined over the past 10 years - probably over the last 5 years - but leaving a message for someone you are trying to reach still does deliver a lot of value to you and your company. And leaving messages will increase ...

Okay, it is time to start talking about the "how" of leaving messages, but there is one more point I want to make about the "why" and it relates to Caller ID. For those of you out there contacting prospects and not leaving messages, know that your company name is likely showing up on Caller ID. And many people now refer to their telephone screens o...

Great comments! Everyone has a different level of curiosity and I'm certainly not saying that everyone calls back as a result of this approach but ... more people call back as a result of this approach than any other. A simple, clear message such as "Hi Joan Brown, it is Mary Jane Copps calling you on Tuesday March 30. It's about 8:30 am and I'll b...