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Why people won't call their leads- a post about sales call reluctance.

Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less. In 2012 Greg coined the phrase “Engagement Fundraising” to encapsulate his breakthrough fundraising formula for achieving extraordinary results. Using their own innovative strategies and technologies, MarketSmart helps fundraisers around the world zero in on the donors most ready to support their organizations and institutions with major and legacy gifts.

Just last week I had two discussions with two different clients that blew me away.  We were talking about the leads my firm generated for them.  In both instances I asked if they had called the leads.  Unfortunately, they had not done so.

Sales call reluctance: fear of calling

Don't be afraid to call your leads.


Hmm.  Why?
It’s called “sales call reluctance” and it effects way too many sales people.  Here are some reasons they won’t call their leads.

  1. They have not prepared for the call. Perhaps they don’t know their product or service well enough.  Or they may not have figured out what objections they could encounter.  If they made a list of all the objections and counter-rebuttals, they’d have more confidence and be ready to go.
  2. Fear of rejection. No one likes rejection.  But you’ve got to remember to count your rejections.  Each time you get rejected, you’ll be one step closer to a positive outcome.  It’s a numbers game and you simply cannot succeed without a certain amount of failure.  Thomas Edison failed thousands of times before he figured out how to make the light bulb.  Colonel Sanders was rejected thousands of times before someone finally bought his (now famous) recipe for Kentucky Fried Chicken (KFC).
  3. They don’t want to “bother” the lead. Are you kidding?  The prospect “engaged” with your firm.  A call will most-likely be welcomed.  They are already warm.
  4. They want the leads to call them. Well that’s just not going to happen.

So call your leads!  Don’t let busy work get in the way.  Don’t let fear get in the way.  In fact, don’t let anything get in the way.
Happy calling!!

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