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RAB Research Archive

What to Say When You Call



Ken graduated from our Certified Radio Sales Manager (CRSM) course. Last Friday, Ken decided to pick up the phone to call clients and people he cared about. "I decided to just reach out to people, with no reason other than to see how they are," he told them. Brilliant -- and caring. I was fortunate to be one of the people Ken called, which is how we knew about his approach.

In these uncertain times, many have questions about how, when and why to contact their clients and prospects. This is uncharted territory for all of us. From conversations with Ken and others, we have identified three strategies for helping your clients right now:

1. Care about them -- put people first, business second 2. Be proactive -- don't wait for them to call, call them first 3. Communicate frequently -- even if it's just to see how they are

It really can be as simple as, "I'm calling to check in with you to make sure you are safe and see how you are doing." Then you listen carefully and let the conversation flow from there. Having someone to listen to them -- really listen -- especially now, can make a client's day. It may even lead to opportunities where you can provide support, encouragement or even create a solution that the client needs to buy.

If you are finding ways to connect, help and provide a meaningful impact on your clients and friends, we'd love it if you would be willing to share.

Email me at Jeff.Schmidt@rab.com. Ken's call made my day. Who's day can you make today with a simple phone call?

Source: Jeff Schmidt, RAB





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