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3 Follow Up Appointment Strategies for those Chronic Sales Call Cancellations

By Barb Girson

For those of you direct sales women and entrepreneurs who are unsure of when to change stride with your sales prospecting leads, here are three simple steps to take after the second or third sales cancellation.

1. Ask sincerely and directly: “Is this a time or scheduling issue or is it lack of interest?”
2. Give them permission to be honest with you. “I believe it will be beneficial to meet and take a look at what we have, however, if you are not equally committed to this meeting, please tell me.”
3. Wish well, and release. You deserve to be with those who value your time and respect what you are offering.

Do remember that there are times when the reason for a sales cancellation is valid such as an illness, an emergency, a death in the family and a conflict that cannot be avoided. In this case it is best to be understanding and empathic.  This is usually not the case, though, when canceling becomes repetitive or chronic.

My theory is that there are some people that would rather say “yes” and cancel than be direct.  Wouldn’t it be nice if we were forced to hear the cold, honest truth?

“My interest is simply too low” or “You have not captured my imagination about how what you offer can make a difference to my life or business.”

Sure, the truth can sting, but the dance around honesty can hurt us in an organizational and monetary context too.  After all, time is money!

Consider how every minute you waste setting appointments and hanging onto chronic sales cancellers means you rob yourself of precious time you could spend actually helping customers or other sales prospects, and in turn actually helping your business grow.

Invest in the clients who are worth your investment in time.

Lastly, if you allow them an opportunity to be honest, and they opt out, give them an invitation to return.  When prospects see that they can be truthful with you, yet still keep the door open if their needs, wants or situation changes, you thereby preserve the relationship while protecting your own energy.

Stamp out the chronic sales cancellation and continue to build your potential list for direct sales and sales professional opportunities, purposeful sales prospecting and setting follow up appointments.

Value your time, your enthusiasm, and push forward!

If you enjoyed this article and are looking for other business networking strategies, join Barb Girson in Network for New Work.  Too busy to attend a teleclass?  Sign up for our email newsletter for discounts on replays.

Download the PDF Version of Sales Cancellation Checklist – 3 Sales Tips

Other Related Articles:

Go, Grow, and Get Gusto To Reach Your Goals

Be a Recruiting Talent Scout – 3 Steps to Finding Your ACE’s

©2012 Barb Girson Original Work

Edited by Robyn Brooke

________________________________________________________________

About The Author

Barb Girson, International Direct Selling Industry expert, trainer and Registered Corporate Coach(TM), is a highly interactive, creative speaker & author offering professional skill development programs for workshops, leader retreats, and annual conventions & telecasts sales training programs. Custom programs /Coaching 1:1 available.

What Entrepreneurs and Direct Sales Women Can Do When Sales Leads Cancel

By Barb Girson

Most entrepreneurs, direct sales women who own and operate a business, or those specializing in sales have encountered the “chronic follow up sales call cancellation”.  Canceled sales calls can lead to distractions, discouragement, and even worse deter you from your goal, which is to increase your business revenue / home party sales.

Visualize this Networking Follow Up Scene

While attending networking events, you are sales prospecting and building rapport.  You are full of excitement about the people you meet and the opportunity to introduce them your business.

Using a direct sales lead’s or sales prospect’s business card—that you generated from a networking event—you follow up by calling them on the phone.  You exchange pleasantries and have a hunch this person might need or want your products and / or services.

By passing the initial qualifying test, you determine that they are ready to move onto the next step. During the follow up sales call, you set an appointment and a day or so later you send them an email.

Everything is going well until you are ready to go to the appointment when you receive “the call”.  Client, “Hello, Sue.  I have to cancel our appointment something’s come up.” Your sales prospect melts away to focus on something more pressing.

It happens.

You reschedule.

The situation repeats—once, twice or several times. The question I receive most often is
“When do you stop pursuing a prospect?” and “Why would this person(s) keep setting sales appointments, seem interested, and then cancel?”  These are reasonable questions.

All of my direct sales and corporate sales training and experience in setting follow up appointments has led me to believe there are times when direct sales women and entrepreneurs are more invested in meeting with the prospect than the prospect is in meeting with us.  The act of casually canceling is usually a good indicator that your interest in meeting this prospect exceeds their interest in meeting you.

A characteristic of coaching direct sales and corporate companies for women is dealing with sales cancellations and the beleaguering practice of hanging onto leads that seem hopeful.  I have experienced, and seen all too often, how both instances deter from the act of pursuing more productive sales opportunities.

For those of you who are asking the questions above, here’s my answer:

Do all that you can to protect yourself from discouragement by generating enough leads so that any one cancellation does not rob you of one of your most revenue-generating assets—your enthusiasm!  My personal sales policy when doing direct sales or running a home-based business was that if someone canceled on me without a valid reason three times, I politely removed them from my list.  Additionally, you can do this without burning bridges because we all know that people, situations and needs change.

This does not mean that you end communication with your sales prospecting lead.  Instead, set up a Chronic Follow Up Sales Cancellation Strategy.  Do not fret, I have put together a sales cancellation checklist for you to use.

Excited to generate leads and want to know the insider tips for avoiding those pesky chronic follow up sales call cancellations?  Join me (Barb Girson) for Network for New Work.

Download a PDF version of Chronic Follow Up Sales Cancellations

You might also appreciate these articles:

Follow Up Do’s and Don’ts – 2 Unforgettable Stories

Selling – The High-heeled Approach

I Left a Voice Mail – Why Don’t They Call Me Back?

©2012 Barb Girson Original Work All Rights Reserved

Edited by Robyn Brooke

________________________________________________________________

About The Author

Barb Girson, International Direct Selling Industry expert, trainer and Registered Corporate Coach(TM), is a highly interactive, creative speaker & author offering professional skill development programs for workshops, leader retreats, and annual conventions & telecasts sales training programs. Custom programs /Coaching 1:1 available.

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By Barb Girson

To Sales / Business Networking Ninjas, networking is a way to utilize tools to reach and infiltrate other professionals, as well as a way to employ business pursuit tactics to generate new business.  In this context, business is a fierce match, and Networking Ninjas its players.

Business Networking Ninjas by trade meet multitudes of people.  During each said interaction, Ninjas make a habit of sharing what they do, what they have done and what they will do.  Business Networking Ninjas know this interaction is done on both the verbal and non-verbal scale.  While it is the verbal cues that often move optimistic encounters along, Sales Ninjas give the non-verbal cues that signal “Dismiss” or “next” as soon as one appears uninterested in your product or service. Business Networking Ninjas are ALL about the sale.  Sales Networking Ninjas never really get what networking is about.

Polished, professional and goal-oriented as a Ninja may be, the Ninja does however fall short of business perfection.  Can you guess why?

Outcome Obsession!

In the process of a Sales Ninja becoming connected to a potential outcome, the Ninja fails to connect to the actual person.  Whereas this rarely works at a speed-dating event, this practice will always be regrettable in business.  Fast and furious networking leads to futile networking!

So let’s get something straight:

If you compared networking to cooking, it’s a crock pot—not microwave. The main ingredients in the recipe to building strong business relationships are time, trust, and talking to one another.

To effectively network to build business relationships:

1. Steer clear of Business Networking Ninjas. They are not concerned with the effort it takes to foster a connection or relationship.
2. Understand that networking is the process and the purpose is to build mutually beneficial relationships.
3. Relationships develop with repeated conversations and shared experiences. Find those who have mutual interest.
4. Open your mind.  People can bring value and meaning to your business in limitless ways… Look beyond the traditional sale.  Forgo the pursuit of networking for the immediate outcome and when it occurs, be delighted.

To learn how to handle the 3 most common concerns that women entrepreneurs, small business owners, and sales professionals encounter when networking visit: How to conquer the 3 most networking concerns – pushy, perfection-possibly-no

To learn the art and science of networking to build relationships and generate leads register for Network for New Work.

©2012 Barb Girson Original Work

Edited by Robyn Brooke

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About The Author

Barb Girson, International Direct Selling Industry expert, trainer and Registered Corporate Coach(TM), is a highly interactive, creative speaker & author offering professional skill development programs for workshops, leader retreats, and annual conventions & telecasts sales training programs. Custom programs /Coaching 1:1 available.

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