Pre-Call Touch: A creative way to make prospecting appointments

by Dave Kahle

Having trouble making appointments with your high-potential prospects?  Consider a pre-call touch.

     Here’s a situation.  You have created a list of 20 highly qualified prospects.  You’ve researched them, and you know that these 20 people hold your prosperity in their hands.  But they don’t know you, have never spoken to you, and aren’t inclined to drop everything and see you.

     How do you get to see them?

     You can do what everyone else does.  Send them an email.  Maybe leave a voice mail message.  Then be really frustrated that no one calls back.  Or, you can do something a bit different, and much more creative.

     For those highly qualified prospects, think of using a “pre-call touch.”  A pre-call touch is something you deliver to the prospect that says something about you, catches his attention, and makes it more likely that he/she will see you when you call.

Two Examples

Here are two examples of “pre-call touches” from my most recent book, How to Sell Anything to Anyone Anytime.

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     One of my clients was an advertising agency.  They had identified 100 “right people” – the key people in their market and location who held the future of the advertising agency in their hands.  They had accomplished the first step – identifying the right people – with excellence.

     Now, the problem was to move those highly qualified prospects to interact with the agency.  The experienced team knew that those key people with whom they needed to interact were busy and difficult people to see.  They just wouldn’t respond to the normal channels.  So, they came up with this very creative way of engaging with their prospects.

     They sent each of the 100 prospects a box, about the size of a watch box.  It was wrapped in brown paper and contained no return address.  The name and address of the prospect was hand-written in a female hand.  Inside the box was a sugar cube and a small piece of paper, like the size of a fortune cookie message, with the words, “Keep it sweet.”

That was it.  Nothing else.

One week later, those same prospects were sent another box, wrapped and addressed in exactly the same fashion.  This time, it contained a lemon with... READ THE FULL ARTICLE HERE