Monday, March 8, 2010

Resurrect the Dead: Step Four

Step Four: Follow-Up

Figure out when the letter will land on the ex-customer’s desk. Call within 48 hours of the anticipated arrival time. If your target picks up the phone, great! Talk to them. Treat them as you would any new prospect, and try to get an appointment.

If you get voicemail, leave a message. Briefly repeat what you said in the letter. Keep calling. After you have called seven or eight times, tell them if they would like you to stop calling all they have to do is pick up the phone and let you know they’re not interested.

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