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It’s frustrating when potential clients stop returning your calls.
You might feel anxious and think, “If I don’t keep purusing, I’m going to lose them.”
So, you leave messages like, “Hi, haven’t heard back you, just following up from our previous meeting.”
But here’s the thing: those persistent messages can feel like pressure.
They say, “I care more about my agenda than yours,” which isn't the trusted feeling you’re supposed to be creating.
The real reason clients go radio-silent?
They’re worried you’ll chase them.
Many have had bad experiences with advisors offering services they didn’t want.
So, what’s the shift here?
Focus on the truth, not the sale.
Instead of stressing over losing a sale, shift your mindset to finding out what’s really going on.
This way, it’s not about panic -- you just don’t the truth yet.
When you call back, focus on uncovering what’s happening with them, rather moving things forward.
Take a step back.
Go back to where you last connected.
Trust is built when prospects feel you’re in their corner.
Once you’re feeling clear and relaxed, grab the phone.
Always start with a call -- emails can come off as cold and one-sided.
If you can’t reach them after a few tries, voicemail or email might be your last resort.
Before you dial, set your mindset:
Get Clear: Look over any notes from previous calls.
Let Go: Take a few minutes to sit quietly, breathe deeply, and accept that this sale could be gone.
Let go of any pressure so you can call without a hidden agenda.
Decide What to Say: Frame your call around seeking feedback, not pushing for a sale.
Try saying:
“Hi Bob, it’s Tom. Just reaching out to say I’m sorry we didn’t connect. If you’ve chosen to go with someone else, that’s totally fine. I’d really appreciate any feedback on how I could have helped you better.”
Using this kind of language takes the pressure off and opens up a real conversation.
At the end of the day, it’s all about showing you truly understand and care about your potential clients.
That’s what makes them feel valued.
If you're ready to re-think your client acquisition strategy, order your complimentary books and consultation below.
Related: Making the Sale Without Relying on Relationships
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