Just like you, I get a ton of emails and phone calls and LinkedIn messages from complete strangers reaching out to me for the very first time and asking me to do something for them — usually to return a phone call (or email) to entertain a pitch for their services, give them information about my company, introduce them to one of my connections, etc.
It’s important to remember I am not talking about people with whom you already have a relationship. I am only speaking about the people who are essentially spamming with you the same bulk email message they are cutting-and-pasting to the next random person on their list.
Listen… I’m a sales guy. I absolutely understand the need to reach out to strangers in hopes of making a connection. Even your best friend was once a stranger, right?
I just have a problem with the ones who take a lazy sales approach.
As a general rule, I don’t take return phone calls or schedule meetings with anyone who sends me a question that could be answered by visiting my website. It usually means they’re lazy, unimaginative, and definitely not a problem-solver or self-starter.
I feel that if someone can take the time to send me a cold-call email or phone call that they expect me to read (or listen to) and take action on, the very least they could do is visit my website to see if I’m a good match for the services they are offering.
If they’re asking me to invest my time, it’s only fair that they should invest a little of their own.
How about you?
What do your first contact emails and phone calls look like? Are you asking questions that you can easily find the answers to on your prospect’s website or LinkedIn profile?
Instead of asking someone who their ideal customer is or what industry they serve, why don’t you look at the list of clients or read the success stories on their website?
If you’re wondering why your leads and prospects don’t return your calls, ask yourself:
What benefit will the person receive if they invest their time to give you a return phone call?
And it can’t simply be the product or service you’re trying to sell them!
If you can’t answer that question yourself, do you really deserve a return phone call or email reply?