The nature of relationships correlates precisely to the development of trust between consumer and provider. The psychology of relationships - as opposed to the psychology of selling - has more to do with the success of marketing and selling than any other factor in marketing a private professional practice. This is where you'll get the good stuff. Values based marketing spoken here.

Good Reasons to Call People -- Collect them!

You have a good list with plenty of people to call on. Do you have enough reasons to call? Consider this.

Whatever your telephone track is, you will have some people say "no" to an appointment. But don't hang up, and don't take that lead card and flip it into the circular file, losing it forever. Before you call it quits, get two more reasons to call that lead again. Here's how.

"Thank you Mr. Prospect. I understand that you don't want to see me now and that's okay. May we end this conversation, then, with three short questions? Then I'll be gone."

(Mr. Prospect will usually consent, anticipating the conversation's end.)

"When does your fiscal year end?"

"When does your group insurance renew?"

"Do you mind if I call about 60 days prior to those dates to see if I can be of service to you?"

Now you have two more reasons to call, dates to call by, and the prospect's permission. Whatever market you are calling, it should be easy to develop two such pertinent questions to which the answers you seek are dates. Put those dates in your contact management system, along with any other notes you want to recall when you next contact these suspects. It takes less than a minute and will change some leads into prospects.

"Mr. Prospect, last time we spoke you told me that your group insurance renews in about 60 days. Did you get new rates? Did they go up? Can I bid on it?"

Is it worth a minute to get the information that will eventually turn today's no into tomorrow's yes? You bet!

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