Black Book of Connections: Incoming is Better than Outgoing

“Get them to call you.”

The Little Black Book of Connections by Jeffrey Gitomer, page 49

This is a five-word sales strategy that deserves some attention. The logic behind it is pure: Get people to call you.

Follow my thinking: If I call you on the telephone you can put me on hold, forward me to voicemail, decide not to answer the call, hang up on me, speak to me with an apparent attitude or… make me feel welcome. When I call you, you are in control of the outcome.

Click on the book to grab your own copy of "The Little Black Book of Connections"

Click on the book to grab your own copy of “The Little Black Book of Connections”

When you call me, I can make you feel welcome, comfortable, smart, and sound as if I am glad you called. When you call me, I am in complete control of the phone call.

The same potential outcome can be expected when I invite you to my house. I am in total control of the situation when you come into my environment. When I go to your house, this is simply not the case. You are in control, and I will be following your lead and taking cues from you.

The effective strategy in virtually every situation is to have prospects come to you. Which prompts the next two questions:

(1) How do you get people to call you?

(2) How do you get people to come to you?

Easy. You ask them to call. You invite them to come to you.

The people who you don’t really care about won’t call… or come. That is cool. You don’t have the luxury of time to try to convince people to venture out of their current comfort zone. That is not what you do for a living. The ones who take you up on your offer to call you and come to you are exactly the type of person you want to get to know. These are the people you want to invest time and effort in establishing a mutual relationship with.

Can it be as simple as that? Yes it can.


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