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Constant Speaks – Loudly!

February 8, 2015
Mary Jane Copps

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In my workshops when I discuss following up with clients and prospects, the reaction is … incredulous. People can’t believe that I’m advocating leaving five or more messages. It makes everyone uncomfortable. All I can do is share my experience. I’ve never been chastised for following up. In fact, what I’ve heard again and again (and again) in my career is “Thank you for your persistence”.

And while being persistent is a great characteristic, the word itself doesn’t quite illustrate why follow up is so vital to communication – and to our success. The better word is … constant. We want to be constant in our communication with both prospects and customers.

The word constant comes from the Latin constare, meaning to stand firm and evolved in late Middle English to mean staying resolute or faithful. When we follow up with our clients and prospects, we prove (each time) that we are confident in the value of the relationship, we are faithful to the relationship, we are steadfast . . . we can be trusted!

And establishing trust is at the foundation of all relationships.

Each time we reach out, leave a message, have a conversation, our actions loudly confirm that we are trustworthy. And this is why we gain customers, why our businesses thrive and grow.

Put your discomfort aside. Rise above it. Be constant in your follow up and prove your true value to your prospects and clients. Do it now. Pick up the phone this week and … be constant! Let me know what happens.

This week I also want to draw your attention to a local school here in Nova Scotia – Brookside Junior High. They have created a unique Twitter campaign, tweeting student-written wisdom on how to deal with stress in positive ways. This is something all of us need to learn. The campaign is starting to catch on and I encourage you to check it out and help them spread their words by retweeting. Here a link: https://twitter.com/Brooksidejh

Enjoy your PhoneWork everyone!

 

The Phone Lady On The Road

 

February 9 – The How and Why of Follow up, Craft Alliance Metiers d’art, Halifax, NS

February 10 – Today’s Phone Etiquette, Nova Scotia Community College Kingstec Campus, Kentville, NS

February 11 – Teleconference Training, Small Business Banking | Ontario North East & Atlantic Canada| TD Business Banking

February 20 – Telephone Communication Skills, Brunswick News Inc, Moncton

February  23 – Job Search Phone Skills, Team Work Cooperative and the WorkBridge, Halifax, NS

February 25 – Teleconference Training, Small Business Banking | Ontario North East & Atlantic Canada| TD Business Banking

March 4 – Phone Fear to Phone Fabulous, CBDC NOBL, Truro, NS

March 6 – Teleconference Training, Pop-A-Lock Canada

March 10 – Phone Fear to Phone Fabulous, CBDC NOBL, New Glasgow, NS

March 31 – Phone Fear to Phone Fabulous, CEED, Halifax, NS

June 11 – Phone Fear to Phone Fabulous, CBDC Cumberland, Amherst, NS

June 18 – Building Relationships by Phone, Newfoundland & Labrador Association of CBDCs, Port aux Basques, NL

June 25 – Tell Me More: Increasing Sales By Asking More Questions and Staying in Touch, Arrow Construction Products, Halifax, NS

 

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3 COMMENTS

  1. Linda Daley says:

    Perhaps that’s what scares me off phonework – the knowledge that it’s not just one phone call, but rather a commitment.

    • The Phone Lady says:

      This is a very insightful comment, Linda. No one has expressed it quite this way before and my reaction is “you’re right”. Picking up the phone does involve adding another “commitment” to your life, another item to your “to do” list. Yet, if the person becomes your customer, they will become a commitment won’t they? So you are actually looking for more commitments as part of growing your business? The phone calls are the first steps in proving to the potential customer that you can keep a commitment to them. I’m going to give this more thought in the coming days. I believe you’ve raised something very important … and provided me with a new blog post! Thanks. mj

  2. […] sales funnel, often the problem is not a lack of leads. It’s that the sales team is not consistent and persistent in how they contact those leads. Pursuing a single lead over a span of weeks via phone, email and […]

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