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Prospecting – Setting Expectations for Best Result

16 Aug 2012 | Posted Under Sales


I am working with my client setting up an in-house team to generate business from cold calling, which I mentioned before. Part of our processes to the decision influencer decision maker is to have them send us a list of their office equipment so that we can write a quotation for consumables.

I hasten to add that my client is very very competitive, a company that has 25 years history Tampa Bay – certainly means liability and ability… I am progressing with coaching and training team.

Our process, once we get through, is to offer to send (via e-mail in this case) a form that we require the prospect to return so that we can to proceed with our information that will allow us to continue to win the business.

The instinct is to tell the prospect that you will be e-mailing information, and then you will wait…. Because they do want to return it to you, don’t they? Well surprise surprise, they don’t! Not everyone does what they say they will do – it is our need, not theirs.

I can hear you now questioning this method of getting business, believe me they are marketing, have a solid website and generating inquiries but this must go hand in hand in hand with those activities! The telephone is being used to qualify local businesses so that we can both generate leads/customers and also clean our database!

Back to my point….what anyone must add to their tactics when they must send out information (must being the operative word here) is to set the expectations:

I know that I can offer you this; which we both agree will be a great savings to you and we should pursue this together – I will e-mail you a sheet that simply requires X and X. If you return that to me by X day I can respond with the information you require. Is that doable, name?

Close: So I should expect to hear from you by X, as we agreed. If for some reason I don’t, I will be back I touch to answer any questions that you might have.

This approach and commitment from the prospect, does give you ‘permission’ to follow up and also a REASON to call! Saves you from chasing because you need to chase. It also gives them the opportunity to tell you if they can meet the time-line.



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