Healthclubsupport.com

Why don’t they want to talk to me when I call?

The United States Ryder Cup golf team this year pulled off the greatest comeback ever in the history of that competition.
The most a team had previously ever come from behind on the final day was two points down, and the US was four
behind, essentially needing to win eight and one-half out of a possible 12 points, while the European team only needed
four out of twelve points. Most everyone wrote off the Americans. Except themselves and their captain, Ben
Crenshaw. "I have a good feeling about this. Trust me on this one," he said at his Saturday night press conference.

Right Ben, when pigs fly, most people were thinking. They did it… because they believed that they could.

They KNEW they could. Think back to a time where you might have glanced at a file or prospect record and said to
yourself, "There's no chance here." Then you placed the call and confirmed the notion. Conversely, think back to a sale
you wanted so passionately that you found a way to get it. Perhaps even against all odds. Even when other people
might have given up, or told you that you were crazy and were wasting your time.

I must repeat one of my favorite quotes, by Henry Ford: "If you think you can or you can't, you're always right."

How to Place Successful Follow-up Calls
Many make the mistake of calling a prospect that has been in the club and begin the follow-up call with the "typical"
opening:

"Hi John, I was checking to see if you had any questions about the club."

After hearing "No, no questions," they end with, "Well, keep us in mind if you ever decide to join a health club."

The listener, trying to sound as sincere as he can while lying (or suppressing laughter) responds, "Oh, OK, I will."

So why do most follow-up calls go nowhere? Two reasons:

1. The initial tour was ineffective, therefore the follow-up is not much warmer, and,

2. The use of go-nowhere, rejection-inducing approaches and questions on the follow-up.

Here are ways to correct both of these problems.

First, you need a good reason to follow up. Make your tour of the club better.

Don’t simply introduce yourself, give a ten-minute tour, and present prices. That ensures a follow-up that’s almost like
cold call. Be sure it’s even worth your time to call back. Ensure the prospect will do something between the tour and the
scheduled follow-up. For example, reading the Welcome Guidebook that you give them during the tour and/or or
watching the CD-Rom that you give them which is linked to your web page when they get home.