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When someone asks you to call him back, he wants a call back and not an email, instead, right?
But what if I instructed you to violate his request by emailing him? That wouldn't make any sense, would it?
For instance, I received an inbound inquiry by phone the other day from someone who discovered me on the Internet. I took the call at an inconvenient time, but I invested a few minutes, a sufficient amount, to determine:
(1) This was a qualified buyer of my training services;
(2) He had identified a specific training need he wanted to address; and
(3) He was local, making a visit on my part practical and desirable.
I promised to get back to him by phone two days later, and I did, only to find to my relief that his voice mail picked-up.
Instead of playing phone tag, or trying to have a protracted chat with him, I emailed him two meeting times and asked him to select the more convenient, at once.
He opted for the earlier time, and I'll be seeing him just a few hours from now.
To me, this is an ideal sequence of events. We had a short chat. I offered two prospective meeting times by email, and he quickly selected one of them and communicated back to me, also by email..
And I'll get an immediate opportunity to see him and his crew in person and assess their skill level.
The less time we spend in sales preliminaries, such as negotiating meeting times, the better for all concerned. Our mutual goal should be cutting to the chase, exchanging meaningful opportunities to get to know each other better, and to developing a proposal.
Email lends an objective aura to the meeting times you choose, encouraging your prospects to select from a short list without substituting their alternatives. Plus, email masks your insecurities and telltale nonverbal cues that could lead prospects to believe they're in a superior negotiating position.
So, consider your sales media carefully, and sometimes "change channels" on your own accord, and you'll save everyone's time and serve the interests of all.
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