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How Salespeople Can Reschedule Phone Calls Without Losing Customers

How Salespeople Can Reschedule Phone Calls Without Losing Customers

Salespeople are constantly getting pulled in many different directions, juggling so many clients, prospects, and their own lives to boot. When something unexpected happens and you need to reschedule a sales call at the last-minute, it feels like a big deal.

You’re breaching the trust of your prospect or client, especially when they already took time out of their equally busy day to meet with you. Considering how powerful trust is to building the relationship with your prospects and closing sales, rescheduling a phone call can be the end of the deal if you aren’t careful.

Here are five strategies to help you reschedule these important sales calls without making your prospects feel neglected or stood up:

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1. Share collateral prospects can review

The worst thing that can happen when you reschedule or cancel a sales call is that your prospect loses interest or forgets about you. In order to avoid letting them happen, make sure to send them any deliverables you were going to go over during the call, or some basic sales materials for them to peruse.

You can simply send a message along the lines of “even though I have to reschedule, here is the quote (or another piece of information) I promised you. Take the chance to look at it and we will discuss when we get time to talk later.”

By doing this, you keep the prospect involved in building a relationship with you and show that you did indeed take the time to put their deliverables together. This shows that you’re dedicated to them, and not simply blowing them off completely, restoring a bit of the trust you lost.

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2. Book a new meeting immediately

Simply landing the initial phone call is often one of the hardest parts of a sale, so you can’t let it go without a fight. When you speak with your prospect or send a message canceling your call, make sure to include suggestions for the new time.

If you’re sending the message over email, reschedule in Google Calendar or Outlook and send the new invitation right away. This ensures that you stay on their calendar and don’t get lost in the shuffle.

3. Offer maximum flexibility

Your prospects are just as busy as you are. If it’s difficult to find a time that works for you during normal business hours, it’s probably just as hard for them. To show your appreciation for their time, offer them as much flexibility as possible.

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If they’re local, offer to buy them lunch or coffee and handle the sales pitch then. If they’re too busy still, offer to speak with them before or after your normal office hours. This shows that you’re willing to bend your schedule for them and gives them a number of options to ensure that your next scheduled call definitely takes place.

4. Do it over the phone

Sending an email is much more convenient than picking up the phone, but for difficult messages, it’s not the most effective method. It’s extremely difficult to get the tone and emotional message right in an email.

You can write the most sincere apology possible but it will still be easy for a prospect to misinterpret it as hurried or insincere. Over the phone, even on a voicemail, they’ll be able to listen to the inflections and tone of your voice, leaving much less up to interpretation. For such a delicate message, it’s dangerous to leave anything up to chance.

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It’s important to keep in mind that leaving a voicemail is advisable, but you cannot assume a prospect will have time to check it. If you do leave a voicemail, follow it up with a brief, apologetic email that notes you left a voicemail, too.

5. Don’t wait

Giving bad news isn’t fun, so it’s easy to put dialing that phone call off. The less notice you give your prospect, however, the more disruptive to their day it is.

Don’t wait in hope that your schedule will magically clear, even if there’s a chance it will. Reach out to your prospect the second you know there’s a conflict and you’ll have a much better chance of landing the critical reschedule.

Rebooking a sales call with a prospect who’s expecting you is tricky. You need to make sure that they feel important while still pushing them off to a new time slot. By following the advice outlined above, you should be able to move the call to a new schedule without hurting your relationship or the chances of closing the sale.

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How Salespeople Can Reschedule Phone Calls Without Losing Customers

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Last Updated on June 25, 2019

How to Ace an Interview: 10 Tips from a Professional Career Advisor

How to Ace an Interview: 10 Tips from a Professional Career Advisor

Wondering how to ace an interview? In this article, you will learn everything you need to nail your dream job — from resume submission to the end of the interview cycle.

In order to land a job interview, you must start with submitting a great resume. Submitting resumes is generally done by, “apply now”, the way many apply for consideration to a job requisition. Even if not applying the tradition way, let’s say, emailing someone in your network about an opportunity- you will still need a great resume.

So first thing first, work on your resume.

Today in the United States, 98% of organizations use applicant tracking systems (ATS) to extract information from an applicant’s resume to build a digital applicant profile that can be searched, filtered, and/or ranked.[1] So, a resume that is ATS friendly is part one for landing and acing a job interview.

To do this, a resume must have certain formatting and keywords to get the resume through the scan and into the hands of a recruiter. Without a resume that works with and for today’s technology and requirements, an interview can be difficult to land.

Here’s a great DIY Resume Guide (Do it Yourself Resume Guide) to help you craft an ATS and Recruiter friendly resume:[2]

There used to be a time where a job application was enough, today, an ATS friendly resume leads all methods in landing a job interview.

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Now, let’s talk about acing that interview.

A job interview is part 2 of the job application process. An interview is where applicants that have met the minimum requirements are selected to discuss the job opportunity with the employer or hiring manager.

Interviews are generally conducted via telephone, in person, and or applications/technology such as Skype. When the interview is landed, these 10 tips will help you ace the job interview:

1. Going for a Job Opportunity That Speaks to Your Passion

Having a passion for the job/ industry is extremely important. Doing something that aligns with inner passion is important for quality of life.

People that have passion for the job that they are interviewing for generally have better interview experiences. When we talk about what we love, it is seen in our faces, our body language, and heard in our tone. Here’re 10 Reasons Why Following Your Passion Is More Important Than Money.

In short, consideration of talents, discovering the things that make you happy and sad, and what you love losing yourself in.

2. Study the Job Description: Essential Job Functions and Qualification Requirements

Doing this will allow you the opportunity to develop examples of past and present experience that relate to the essential job functions and required qualifications.

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Examples of experience is always a plus for interviewers, painting a full picture goes a long way. Even when not asked for an example, it is always a plus to tie answers to interview questions to examples from your experience.

If there is a portfolio (work samples: images, writing samples, published work, videos, awards, etc.) of work- that’s even better!

3. Research the Company and the Interviewer(s)

Being an employee means entering into a relationship with an employer. In many areas of life, research is done prior to committing; researching a company prior to an interview is no different.

It is important to determine if the company is a good fit and therefore makes it easier to answer “why do you want to work here?” It helps better verbalize how past experience, skills, and values align with the company’s mission, and it shows the interviewer that you are interested in more than just a job.

4. Think Positive and Tap into Confidence

Positivity exudes confidence and both are necessary, so the employers knows that trust can be given.

Thoughts lead to action, therefore, operating from a positive perspective will reveal confidence. The goal of the interview is to land the job offer; employers need to believe that you believe in yourself so that they can believe you. Here are a few tips for positive thinking.

5. Have Copies of the Resume Used to Apply for the Job

It’s always good to be ready for extra interviewers in the room; many interviews today are panel interviews/ multi-person interviews.

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Though a resume was likely submitted with the application, it is always a good idea to come with extra copies in anticipation of the potential need. If there was no resume submission, it is crucial that you provide a copy during the interview; doing this shows the employer preparedness and resolution to challenges.

6. Plan for Behavior Based Interview Questions

Most companies use pre-selected questions, often times having a list of behavior-based questions. Usually these questions start with: “provide an example of”, “tell me about a time when”, and/or “describe a time/situation when”.

Having examples of problems solved and strategies used, initiatives led, contributions to teams and departments, will help ace a job interview. Painting a picture to help employers see skills, qualifications, and experience is extremely important during a job interview.

7. Make a List of Selling Points

It’s important to be proactive about the selling points that you want to make in an interview. This is where a portfolio works great! It is a great idea to make a list of selling points that reaffirms and demonstrates skills, qualifications, and experience.

Consider: awards, programs/ processes launched that led to cost savings and/or profitability, training/education, etc.

8. Showcase a Mixture of Personality and Professionalism

Companies like to make sure that interviewees are a good match for the company culture. Having a good balance of personality and professionalism during a job interview is key.

Personality can be shown when discussing hobbies, community service or extracurricular activities in answers to behavior-based questions, when describing your passion, and when discussing selling points.

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9. Have Your Questions Ready- Interviewing Isn’t One-Sided

Interviews are two-sided, like all relationships (an employee and employer agreement is a type of relationship). Before entering in many relationships, we all have a set of questions that we need answers to, prior to making the decision to commit.

Beyond doing this for self (because asking questions helps reduce doubt and uncertainty), it also shows the employer that there is interest in the company and its future and, shows that you are informed.

Here are a few considerations: “Can you tell me about the team I’ll be working with?”, “Why is this position open?”, and “What qualifications/ skills are important to succeed in this role?” You can also take a look at this guide for more idea: 7 Questions to Ask in a Job Interview That Will Impress the Interviewer

10. Follow-up with a Thank You Note

Interviewers love gratitude. Sending a “thank you for taking the time to discuss the job opening with me”, is very important to acing an interview.

Interviewers discuss one job opening with many applicants. A thank you note can serve as gratitude and the final chance to showcase selling points. This is also the opportunity to address any concerns that the interviewer may have had in the interview.

Summing It up

Consider a job interview a house. the foundation for acing a job interview is passion. The frame is a resume that lands the interview. The plumbing and electrical are showing up with confidence, providing a list of selling points, having examples of your experience and qualifications, and engaging the interviewer. The roof is showing gratitude with a thank you note.

More Tips About Job Interviews

Featured photo credit: Nik MacMillan via unsplash.com

Reference

[1] Jobscan: What is an Applicant Tracking System?
[2] Veronica Castillo: New Job- DIY Resume

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