Check out the huge chunk of sales tips I shared with Jack Bonehill when I was guest sales expert on Jack’s podcast:
Here’s a tip to help you get responses when following up and things have gone quiet at the other end.
It might be a bit of time since you last spoke to the other party. You want to know what’s going on in their mind- where they are in the process. To find out you need to get them to respond.
So think about that when you call them or when you leave a message or when you send them that follow up email, how are you going to entice them to call them back? You’ve got to get their curiosity and you’ve got to help them understand there’s something in it for them.
One of the ways that I recommend to do this is to leave it a little bit cryptic. What you say is: “since we last spoke, I’ve got a couple of ideas for you and I wanted to get your opinion on them…” (And you just leave it like that.) “Give me a call back on whatever your number is.” You can do the same in an email. People love to express their opinion! You’ve also got the curiosity factor: They’re now thinking “What are these other things?”