The answer is simple, pick up your phone. When you’re in sales your phone is your best friend. It is all too easy to hide behind a prospecting or follow up e-mail. Unless you have an established relationship with your customer, there is a high chance your e-mail will be deleted.  I could explore the many disadvantages of e-mail; however, lets jump to covering some of the key advantages of using your phone. Once you commit to increasing your phone calls, you will quickly see your customer response rates increase. The phone can also improve efficiency in taking your customers through the sales process, you will also have a far greater awareness of the status of your opportunities. Across the Phone customers can often give an insight into other future needs and projects, as well as exploring key market updates.  By being prepared, asking the right questions and listening when on the phone, it is a great opportunity to further establish trust, credibility and ultimately your relationship with your customer. The worst-case scenario when using the phone is an opportunity to leave a positive voicemail, requesting a call back. Pick up the phone, you will be amazed at the positive dialogue that will quickly unfold. Following your first success, you will be asking who can I call next?

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