This is inside sales. You’re going to hear this a lot:
(Sound of a dial tone.)
The hang up. That sharp click. It happens all the time. What can you do? Well, you can move on to the next call or, in some cases, you can call the person right back. When do you call back? When the Hanger Upper hangs up on you before you can even get out what you’re pitching.
I know what you’re thinking: You’re thinking, “Hey that’s crazy, I’m just going to piss the guy off.” Maybe. Maybe not.
Why call back? Because the Hanger Upper may admire your persistence, your tenacity. He may think, “Who is this person calling me again? I just hung up on him.” He may flashback to a time not too long ago when he was in sales—hustling, struggling, trying to make the deal. He may warm up to your outright ballsiness. And, he just may feel guilty for having hung up on you. You’ll never know unless you redial.
What are you going to say when he picks up again, fuming. Well, you could say:
“Hey, Bill, it’s Johnny Monge again. I think I lost you in the tunnel. I’m calling you about …” “Hey, Bill, it’s Johnny Monge again. I think we got disconnected. I’m calling in reference to …” “Hey, Bill, it’s Johnny Monge, I think my phone died. I’m giving you a quick call about …” “Hey, Bill, Johnny Monge. I think your phone died. I was calling you in regard to …” “Hey, Bill, it’s Johnny Monge, I don’t know what happened but I was …” “Hey, Bill, Johnny Monge again, sorry about that, it’s crazy over here. I’m calling you …”
Bill may very well reply: “Look, pal, I hung up on you,” or he may listen. If he gives you the “I hung up on you” bit, quick reply, “Do you know anyone else who can benefit from our services?”
“Benefit from what services?” he may ask.
Big opening. Grab it. Give him a Cliff Notes pitch. Tell him your staff is targeting only the best companies. He may soften. He may listen. He may hang up again, but before he does that ask him for a reference. (Always ask for a reference.) If he’s still listening give the best pitch you can.
Ride the bull.
Close the deal.