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An Open Letter to Those Who Make Check In Calls

Dear Salesperson Who Leaves Me “Check In” Messages,

You called almost exactly 90 days ago to “check in.” You voice mail message said nothing about the value that you can create. There wasn’t even a hint as to why I might want to return your call. In fact, your message didn’t have any call to action at all. It just said that you wanted to “check in.”

Your message said that you called to “see if anything has changed.” Lots of things have changed. I am busier than I have ever been. I have more responsibility than ever. I am under greater pressure to produce financial results, and I am now responsible for my division’s profit and loss statement. All this, and I am being asked to do more with fewer resources than I had when I was being asked to do less. That’s what changed.

But wasn’t hasn’t changed is that I still don’t have time for salespeople that aren’t going to create value for my company and me. I still don’t have time for time-wasters that don’t have real ideas about how they can help me produce better results. I still don’t need vendors that sell whatever it is you sell.

I do still need proactive, resourceful sales professionals that can help me deliver on the commitments I have to my company and to our clients. I still need a strategic partner that can do some of my thinking for me, helping me to make the biggest difference I can for my company. I still need someone who is willing to do the heavy lifting of learning how to move my organization forward with me, someone who will help me build consensus around a real change initiative.

What’s changed is that my job is tougher than ever. What hasn’t changed is that I still only have time for real value creators.

But there are two other things that haven’t changed: your approach and my unwillingness to give you my time.

Thanks,

Your Dream Client

Questions

How do your check in calls create value for your dream clients?

How can you change your calls and emails to make them value creating for the receiver?

In what way does your approach indicate that you are someone who can really make a difference?

How does your message differentiate you and define you as a value creator?


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