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Hey, Brian, before we get going today, I want to tell you about a brand new sponsor, the good people at Breather.
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Breather.com slash selling.
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In this episode of the Advanced Selling Podcast, Bill shares his intense love of flying, I do my best Eddie Vedder impersonation, and we honor the Beatles by releasing our own remastered number one podcast episode, What to Do When Your Prospect Won t Call You Back.
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SPEAKER_01
Welcome back to the Advanced Selling Podcast.
0
SPEAKER_01
I m Bill Kasky.
0
SPEAKER_01
I m Brian Neal.
0
SPEAKER_01
We release a brand new episode every Monday.
0
SPEAKER_01
And we love it that you re a listener.
0
SPEAKER_01
You know, we say hats off, tip of the hat to our listeners.
0
SPEAKER_01
You are great.
0
SPEAKER_01
You are awesome.
0
SPEAKER_01
Everybody has been really involved in the LinkedIn group.
0
SPEAKER_01
If you want to participate in that, go to advancedsellingpodcast.com slash LinkedIn.
0
SPEAKER_00
And we just love our listeners here.
0
SPEAKER_00
We do.
0
SPEAKER_00
In fact, we go see our listeners occasionally.
0
SPEAKER_00
We ve not talked about this in a while.
0
SPEAKER_00
Well, we do actually go out on the road.
0
SPEAKER_00
We ve been out on the road.
0
SPEAKER_00
We went out on the road a lot in 2016 and 2017.
0
SPEAKER_00
A little hiatus now here, but now moving into the summer, fall months.
0
SPEAKER_00
When people start to plan sales meetings and sales conferences, they re looking for great speakers.
0
SPEAKER_00
Well, you re listening to a couple of pretty good speakers right here.
0
SPEAKER_00
If you d like to find out what it takes to bring us in, either one or the other or together,
0
SPEAKER_00
Just shoot us an email, listener at advancedsellingpodcast.com.
0
SPEAKER_00
Helps if you put in the subject line, come see us.
0
SPEAKER_00
That s what we like to put there.
0
SPEAKER_00
Come see us.
0
SPEAKER_00
That would be a fun thing to do.
0
SPEAKER_00
We love going to see listeners.
0
SPEAKER_00
And we always give them shout outs.
0
SPEAKER_00
And they always are nervous that we re going to talk about them on the podcast.
0
SPEAKER_00
And we do.
0
SPEAKER_00
So there s that.
0
SPEAKER_00
And we do.
0
SPEAKER_00
So they re justifiably nervous.
0
SPEAKER_00
They are.
0
SPEAKER_00
Sure.
0
SPEAKER_01
Well, I was out yesterday, not on a podcast thing, but I was out traveling.
0
SPEAKER_01
And I know you travel.
0
SPEAKER_01
You travel a lot more than I do.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
the whole plane thing, I m fed up with it.
0
SPEAKER_00
I m over it.
0
SPEAKER_01
I know, I know, I know.
0
SPEAKER_00
It s tough when you re tall.
0
SPEAKER_01
And so what I was noticing last night is that everything was delayed.
0
SPEAKER_01
Everything was late coming out of Philadelphia and coming back to Indy.
0
SPEAKER_01
And the pilot comes on, says, good afternoon, good evening.
0
SPEAKER_01
Pilot here, Brian Neal, and welcome to United, and blah, blah, blah, blah, blah, blah.
0
SPEAKER_01
And the very last words they always say are, enjoy your flight.
0
SPEAKER_01
Enjoy your flight.
0
SPEAKER_01
Sit back, relax, enjoy your flight.
0
SPEAKER_00
Exactly.
0
SPEAKER_01
I looked around to the people who were there, and there was 100 of us, and everybody s crammed in because it s a four-digit flight, so it s a small.
0
SPEAKER_01
And I thought, who here a week from now will go back to their family and say, you know, I was on a flight the other night from Joplin to Philadelphia.
0
SPEAKER_01
Man, did I enjoy that flight.
0
SPEAKER_00
Nobody.
0
SPEAKER_00
Not too many people enjoy that.
0
SPEAKER_00
What I would not enjoy would be growing up in the 1800s and going across the Oregon Trail and dying of scurvy or one of those old diseases.
0
SPEAKER_00
I d prefer to fly 680 miles an hour to my destination.
0
SPEAKER_00
And I totally understand what you re saying.
0
SPEAKER_00
There is not much enjoyable about flying.
0
SPEAKER_00
And it s funny the lip service that the airlines give.
0
SPEAKER_00
We are going to be, the airline I fly all the time, we re going to be the friendliest.
0
SPEAKER_00
They re not.
0
SPEAKER_00
They re not.
0
SPEAKER_00
They re not even trying to be the friendliest people in the sky.
0
SPEAKER_00
Who is the friendliest, do you think?
0
SPEAKER_00
That s a great question.
0
SPEAKER_00
I think they keep stats on that thing.
0
SPEAKER_00
The airlines?
0
SPEAKER_00
I don t know.
0
SPEAKER_00
Really?
0
SPEAKER_00
I love the, you know, a lot of people hate Southwest.
0
SPEAKER_00
I think Southwest is fun.
0
SPEAKER_00
I don t mind Southwest.
0
SPEAKER_00
They just have fun.
0
SPEAKER_00
They seem to enjoy their jobs.
0
SPEAKER_00
They kind of take it for what it is.
0
SPEAKER_00
They know everyone is kind of cramped and stressed out.
0
SPEAKER_00
So they make that experience kind of nice.
0
SPEAKER_00
The way you get on and off a Southwest flight s really smart.
0
SPEAKER_00
I think so too.
0
SPEAKER_00
You just get in line, and you put your stuff where you sit where you want to.
0
SPEAKER_01
And people are so respectful.
0
SPEAKER_01
Oh, are you 53?
0
SPEAKER_00
I m 57.
0
SPEAKER_00
I ll slip behind you here.
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It s just nice.
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One of our great sponsors is a company called Betterment.
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Betterment, investing made better.
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Like Eddie Vedder said, can t find a betterment.
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He didn t say that.
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He said Better Man.
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Should be their logo.
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That s one of Pearl Jam s songs, Can t Find a Better Man.
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That always reminds me of that.
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Can t find a better man.
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If he said Better Man, they d get a lot more juice from that.
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Should I start to pronounce it that way?
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Can t find a better man.
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Hey, before we get to our main topic today, I want to remind you about stamps.com.
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postage for any letter, package, or class of mail using your own computer or printer.
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We use Stamps.com here at the Advanced Selling Podcast, and right now you can too.
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The Stamps.com service has a special offer that includes a four-week trial
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plus postage and a digital scale without long-term commitments.
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Go to stamps.com, click on the microphone at the top of the homepage and type in advanced selling.
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That s stamps.com, enter advanced selling.
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Stamps.com, never go to the post office again.
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Topic today, you know, this is the, is it the 40th anniversary of the Sargent?
0
SPEAKER_00
40th anniversary of Sergeant Pepper s Lonely Hearts Club Band by the Beatles.
0
SPEAKER_01
And it is our seventh anniversary, Brian and I, of a podcast episode that has, over time, received the most downloads of any episode ever in our podcast library.
0
SPEAKER_01
It was done in 2010.
0
SPEAKER_01
Oh, I remember it well.
0
SPEAKER_01
Oh, man.
0
SPEAKER_01
What a great day.
0
SPEAKER_00
It was a red letter day.
0
SPEAKER_00
What a great day.
0
SPEAKER_01
I had just enjoyed a flight from Joplin to Philadelphia.
0
SPEAKER_00
We were at Sun City Recording Studios.
0
SPEAKER_00
We were in Nashville.
0
SPEAKER_00
Johnny Cash was also next door.
0
SPEAKER_01
They were filming Walk the Line right next door.
0
SPEAKER_01
And Roseanne came in.
0
SPEAKER_01
Anyway, it s a distant memory, but we do remember doing one.
0
SPEAKER_01
It s the number one podcast episode downloader of all time.
0
SPEAKER_01
And Brian, do you know how many downloads we ve had in seven years?
0
SPEAKER_01
Actually, I don t, of this one.
0
SPEAKER_01
93,000 downloads.
0
SPEAKER_01
Of just this episode.
0
SPEAKER_01
Of just this episode.
0
SPEAKER_01
And we re going to remaster it in honor of the Sergeant Pepper.
0
SPEAKER_01
We re going to do it again, and we believe the advice now is a little bit more updated, a little bit more modern.
0
SPEAKER_01
Maybe some of it s the same, maybe not.
0
SPEAKER_00
But the name of the episode is When Prospects Won t Call You Back.
0
SPEAKER_00
What to do when prospects won t call you back is what we re going to talk about.
0
SPEAKER_00
Makes sense to me that this would be the number one episode.
0
SPEAKER_00
Absolutely.
0
SPEAKER_00
Not just the fact it s been in the archives for 10 years, or seven years, or however long it s been.
0
SPEAKER_00
More that this is something that continually, continually salespeople struggle with.
0
SPEAKER_01
It s a workhorse, that episode.
0
SPEAKER_01
It gets 1,000 downloads a month.
0
SPEAKER_01
It s a workhorse.
0
SPEAKER_00
It does, doesn t it?
0
SPEAKER_01
It s just out there.
0
SPEAKER_01
When you go to bed at night, that podcast still works.
0
SPEAKER_00
Yes.
0
SPEAKER_00
It s the, um.
0
SPEAKER_00
It s grinding.
0
SPEAKER_00
Oh, now I m going to forget his name.
0
SPEAKER_00
Who s the baseball player for the Orioles that played?
0
SPEAKER_00
Cal Ripken.
0
SPEAKER_00
Cal Ripken.
0
SPEAKER_00
It s the Cal Ripken of podcast episodes of the Advanced Selling Podcast.
0
SPEAKER_00
Didn t miss a game in, like, 15 years.
0
SPEAKER_00
Cal Ripken.
0
SPEAKER_00
I went to high school with a guy who never missed a day of school in 12 years.
1
SPEAKER_01
Now, on one hand, that s really cool.
1
SPEAKER_01
On the other hand, it s kind of geeky.
1
SPEAKER_00
His name s Gary.
1
SPEAKER_01
All my high school friends, I m going to send them this episode that I put my buddy Gary in this episode for having perfect attendance for all of high school.
1
SPEAKER_01
And then what s funny, he sent a text.
1
SPEAKER_01
His daughter had perfect attendance this year.
1
SPEAKER_01
It s in his genes.
1
SPEAKER_01
Like, what in the world?
1
SPEAKER_01
Of course.
1
SPEAKER_00
That never gets said.
1
SPEAKER_00
OK, so what we ll do here is we want to talk about this question and answer it again.
1
SPEAKER_00
What to do when the prospect won t call you back?
1
SPEAKER_00
So we re going to go and talk about this.
1
SPEAKER_00
So you ve got several things.
1
SPEAKER_00
I ve got several things.
1
SPEAKER_00
I ve got them kind of broken up into prevention and remedy, which is what we ve done in the past here, which is how do we prevent the situation where you are awaiting a prospect callback and then remedy once it happens, what do you do?
1
SPEAKER_01
I m mostly in remedy mode here with kind of a general prevention thing.
1
SPEAKER_00
Okay.
1
SPEAKER_00
All right.
1
SPEAKER_01
Can I start?
1
SPEAKER_01
Go.
1
SPEAKER_01
Can I start?
1
SPEAKER_01
Okay.
1
SPEAKER_01
First one, stop trying to get them to call you back.
1
SPEAKER_01
Stop trying to get them to call you back.
1
SPEAKER_01
And that energy by itself is part of the problem because in the energy of how do I get them to call me back is neediness, yearning, desire, leaning in too much, those sorts of things.
1
SPEAKER_01
So mentally you ve got to shift right out of the gate and stop that.
1
SPEAKER_01
That s not working.
1
SPEAKER_01
And so the more you try, the more it doesn t work.
1
SPEAKER_01
Stop trying to get them to call you back when they re not calling you back.
1
SPEAKER_01
Number one, foundation.
1
SPEAKER_00
I agree.
1
SPEAKER_00
Totally agree.
1
SPEAKER_00
Yes, absolutely.
1
SPEAKER_00
Number two, I was reading in, I don t know if it was HubSpot, I wrote an article for HubSpot for their blog here recently, and I don t think it s out just yet, but I was reading over some of the other contributors, and one of the guys, a supposed sales expert, I guess we re all supposed sales experts,
1
SPEAKER_00
He said, don t send the breakup email.
1
SPEAKER_00
He says, breakup emails don t work.
1
SPEAKER_00
And he had some kind of statistics.
1
SPEAKER_00
I don t know how you get stats on a breakup email.
1
SPEAKER_00
But the breakup email is, hey, I m not going to call you back anymore.
1
SPEAKER_00
Looks like we re broken up.
1
SPEAKER_00
And if I don t hear from you, then
1
SPEAKER_00
Sayonara.
1
SPEAKER_00
And I don t know if they don t work.
1
SPEAKER_00
I think if the breakup email is intended to get them to call you back, now you re back to number one.
1
SPEAKER_00
So I don t think it s right.
1
SPEAKER_00
But I did lift from the book, Email It, which we published here a few years ago.
1
SPEAKER_00
Some sample emails are in the book.
1
SPEAKER_00
A deal has become stuck or stalled.
1
SPEAKER_00
And here s the language that I think, you might call this a breakup email.
1
SPEAKER_00
But it feels, it doesn t feel quite like that.
1
SPEAKER_00
So I ll let you read it and then you tell me.
1
SPEAKER_00
Dear friend, dear uncle friend.
1
SPEAKER_01
I always start my emails that way.
1
SPEAKER_01
Never use someone s first name.
1
SPEAKER_00
No, just dear friend works.
1
SPEAKER_00
You probably don t know their name.
1
SPEAKER_01
It s just an email blast.
1
SPEAKER_01
It s very warm.
1
SPEAKER_00
It s been a while since we ve talked and I ve left several messages and not heard back.
1
SPEAKER_00
From that, I assume that either priorities have shifted and this is not such a big initiative anymore or worse, I ve done something to squelch the deal.
1
SPEAKER_00
Either way, the last thing I want to do is be a pest and continue calling to check status.
1
SPEAKER_00
So, I propose we get together sometime in the next couple weeks and either decide to move it forward or end it totally.
1
SPEAKER_00
I m okay with either.
1
SPEAKER_00
If I don t hear back from you by 5 this Friday afternoon, I will just assume there s no reason to talk further.
1
SPEAKER_00
Happily.
1
SPEAKER_00
happily regards Bill.
1
SPEAKER_00
Love it.
1
SPEAKER_00
So do you think that s a breakup email or not?
1
SPEAKER_01
Here s what s flawed, and when I teach this, and I call it the close the file email, whatever you want to call it, it works 100% of the time.
1
SPEAKER_01
Here s why.
1
SPEAKER_01
They re not calling you back.
1
SPEAKER_01
So either you need to get it out of your life so that you can move on to something else, which works, which is good, or they do call you back and you restart.
1
SPEAKER_01
So I think it works.
1
SPEAKER_01
He says it never works.
1
SPEAKER_01
I think it
1
SPEAKER_01
How do you know it didn t work if they don t call you back?
1
SPEAKER_01
It s not about getting them to call you back.
1
SPEAKER_01
Then it becomes trickery.
1
SPEAKER_01
I ll send them this.
1
SPEAKER_01
I ll pretend.
1
SPEAKER_01
No, no, no.
1
SPEAKER_01
That s what s going on.
1
SPEAKER_01
What you just wrote there, Bill, is exactly what s happening.
1
SPEAKER_01
Either you ve pissed them off, or they ve got bigger fish to fry, or there s some other reason they don t want to move forward.
1
SPEAKER_01
So let s just say that and be done with it.
1
SPEAKER_00
So I say, I still think this is a decent email, because I think just to not do anything, that s not good.
1
SPEAKER_00
You don t want to be a pest, and you don t want to just drop it.
1
SPEAKER_00
So this at least says, here s where I am on it.
1
SPEAKER_01
Yeah, people get really confused about that breakup email.
1
SPEAKER_01
That is not to get people to call you back.
1
SPEAKER_01
That s to end something.
1
SPEAKER_01
If it s not ending, it s out of purgatory.
1
SPEAKER_01
That s a good one.
1
SPEAKER_01
I like that.
1
SPEAKER_01
That s worth buying the email it booked on its own.
1
SPEAKER_01
That on its own will make you money.
1
SPEAKER_01
It will make you money because people will call you back, and it will make you money.
1
SPEAKER_00
It ll clear you out.
1
SPEAKER_01
Totally clears you out.
1
SPEAKER_01
Yep, totally.
1
SPEAKER_01
Speaking of clearing me out, I was on a fast, oh nevermind, a cleanse diet.
1
SPEAKER_01
Did you do a cleanse?
1
SPEAKER_01
No.
1
SPEAKER_01
Okay, next one.
1
SPEAKER_01
I said you have to break pattern.
1
SPEAKER_01
You have to break pattern.
1
SPEAKER_01
So what happens here is people get into the rote pattern of follow-up.
1
SPEAKER_01
They use the same method, what I call the channel, email, email, email, email, voicemail, voicemail, voicemail, voicemail, and they usually leave the same message.
1
SPEAKER_01
Ball rubber right so you have to break pattern change the message or change the channel if you ve been calling Via phone and you re leaving voicemails send an email if you ve been emailing send a text if you ve been calling the Landline call the cell phone text do something different you got a break pattern in this otherwise it becomes white noise
1
SPEAKER_01
Break pattern.
1
SPEAKER_01
Change the message, change the channel.
1
SPEAKER_00
You know, something that we haven t talked about on this, one of our new partners is CoVideo, and they have an email software package.
1
SPEAKER_00
We ll put it in the show notes, the exact link.
1
SPEAKER_00
But that s another option, too, is you talk about breaking the pattern.
1
SPEAKER_00
If you send somebody a video,
1
SPEAKER_00
or a link to a video, that s totally different.
1
SPEAKER_00
So now that person may not answer your emails, but they might watch the video.
1
SPEAKER_00
Something else that I ve got a client that does is he doesn t have a lot of cell numbers.
1
SPEAKER_00
So he just records a voice memo on his phone and then emails it to the customer or the prospect.
1
SPEAKER_00
So they get the email and all it says in the email is, hey, I just recorded this quick note for you.
1
SPEAKER_00
They click on it and they can hear him.
1
SPEAKER_00
So you don t have to do the whole text number thing.
1
SPEAKER_00
But that s another thing.
1
SPEAKER_00
And he gets lots of people who listen and say, hey, I didn t even know you could do that.
1
SPEAKER_00
So that s another way to break pattern.
1
SPEAKER_00
Agree, totally.
1
SPEAKER_00
I like that.
1
SPEAKER_00
Here s one remedy.
1
SPEAKER_00
Move on.
1
SPEAKER_00
You know the whole as Brian said the whole getting people to call you back.
1
SPEAKER_00
I don t like that I don t like the vibe it sends I don t like what it does to you at night when you re getting ready to go to bed You re thinking about all the things you got to do the next day and part of that thinking is I got to get these People to call me back and I ve got to go follow up
1
SPEAKER_00
I ve gotten to the point in my business where I have very few emails that I get from clients and prospects because I ve sorted it out early.
1
SPEAKER_00
I don t have a lot of that follow up.
1
SPEAKER_00
And so sometimes you just need to move on.
1
SPEAKER_00
It s not a fit.
1
SPEAKER_00
They have told you it s not a fit because they re not returning your call.
1
SPEAKER_00
You send the breakup email or whatever we re calling that and just move on and just go find somebody else.
1
SPEAKER_00
You can put them in your email list.
1
SPEAKER_00
You can put them in a teaser file to follow up in six months.
1
SPEAKER_00
But again, if they re not asking you to follow up in six months, you re going to be running into the same thing six months from now.
1
SPEAKER_00
Correct.
1
SPEAKER_01
Yes.
1
SPEAKER_01
This is so much more an internal mental exercise for you than it is for the external for the prospect, I think.
1
SPEAKER_01
OK, here s some things to not say in this process.
1
SPEAKER_01
And if you re listening to this, check yourself.
1
SPEAKER_01
Read your last emails and see if it has any of these phrases.
1
SPEAKER_01
I m just following up to touch base.
1
SPEAKER_01
and or to see if you had any questions.
1
SPEAKER_01
I m just following up, and or to touch base, and or to see if you had any questions.
1
SPEAKER_00
Can you use touch base during the World Series?
1
SPEAKER_00
You can.
1
SPEAKER_00
During that two-way World Series in the fall?
1
SPEAKER_01
As long as you re doing it, yes.
1
SPEAKER_01
Yeah, touch base.
1
SPEAKER_01
So you may be watching the World Series.
1
SPEAKER_01
And if you are, you ll notice that the men, when they run around after they hit the young little ball.
1
SPEAKER_00
What about this one?
1
SPEAKER_01
I want to close the loop.
1
SPEAKER_01
Close the loop, yeah, yeah, yeah.
1
SPEAKER_01
So I know there are other ways to say that.
1
SPEAKER_01
Just be careful, because what salespeople do is they use the same language over and over, and it just sounds so boring and overused and tired.
1
SPEAKER_00
Is that the best we got in 2017?
1
SPEAKER_00
Right, yeah, just following up.
1
SPEAKER_01
And then this whole, to see if you had any questions.
1
SPEAKER_01
And I always think, every time you ve said that, has someone all of a sudden, you know, now that you asked me that, I actually do have a question.
1
SPEAKER_01
I ve never, ever had that happen.
1
SPEAKER_01
Now, maybe people listening have had that happen 1,000 times.
1
SPEAKER_01
that if they had questions, they d call you and say, Hey, I got a question.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
Hey, Hey, we went through your proposal.
1
SPEAKER_01
We ve got four questions.
1
SPEAKER_01
Can we get together and talk?
1
SPEAKER_01
That s a prospect you re in.
1
SPEAKER_01
I didn t know I could ask you these questions.
1
SPEAKER_01
Well, now that you bring it up.
1
SPEAKER_01
Yes, I do.
1
SPEAKER_01
And I wasn t going to do anything until you called and asked me if I had any questions that doesn t happen.
1
SPEAKER_01
People come on.
1
SPEAKER_01
All right.
1
SPEAKER_01
All right, that s all I have.
1
SPEAKER_01
I have one more, which I think is you have to, across the board here, examine your contribution to the problem.
1
SPEAKER_01
You have to examine your own contribution to the problem.
1
SPEAKER_01
When Bill talks about he doesn t really have this issue himself because he sets this up up front, then you don t have a lot of follow-up to do because you re setting clear future dates and you re talking about process and go-no-go dates and things that prevent this.
1
SPEAKER_01
You ve got to look in the mirror and say, what am I doing or saying that s causing them to not call me back?
1
SPEAKER_01
examine your side of the fence.
1
SPEAKER_00
So we would love to hear from you.
1
SPEAKER_00
If you have a question about this topic or about other topics, you can send a voice memo to listener at advancedsellingpodcast.com and we will play it on an upcoming mailbag.
1
SPEAKER_00
We re going to be doing that next week and by all means, let us know.
1
SPEAKER_00
You can also go to the LinkedIn group and there s some really good conversations going on there as well.
1
SPEAKER_00
advancedsellingpodcast.com slash LinkedIn.
1
SPEAKER_00
And Brian, do you have anything else for today?
1
SPEAKER_00
I don t, that was a great episode.
1
SPEAKER_00
Good episode, yeah.
1
SPEAKER_00
So this was a recap.
1
SPEAKER_00
Remastered.
1
SPEAKER_00
All right, see you next time.
1
SPEAKER_00
Bye.