Tracking Clients: What Vs. How

by benvanhunnik on December 12, 2008

There is a difference. No matter what the strategy, if you perform it the wrong way, success will allude you. It may anyways, but it’s better to not go for the guaranteed loser.

For instance, many researchers recommend making phone calls. Absolutely. But how you talk to the person answering the phone will make or break you. Let’s start with this:

So let’s take the telemarketer and put him in the follow-up research world:

Researcher: Hello! How are you today? - Click

or

Researcher: Hi, my name is Ben Van Hunnik from the University and we are working on a research – Click

or

Researcher: Is Mr. Hum- Hump- Hummmperdinn- Click

Here’s what I suggest:

Researcher: Is Bill there?

You sound like somebody who knows Bill. And you do, at least from an organizational point of view. If they ask who you are, tell them within the realm of confidentiality.

People may feel it best to ask something like this:

May I speak with Bill?”

Could work. But acquaintances usually don’t need permission to speak to Bill. Plus, it sounds too much like “May I speak with you a moment?“, which has been used as a buffer for bad news. When working on follow-up, you don’t want people to think you’re bringing bad news, or annoying them for that matter.

{ 4 comments… read them below or add one }

Dre December 22, 2008 at 10:30 pm

Are you crazy Montana? Seinfeld?!?

Dre December 22, 2008 at 10:31 pm

But seriously, you are right on with this tip. If you sound like a telemarketer, cop, or bill collector, no one will talk to you.

benvanhunnik December 23, 2008 at 2:44 pm

Ha! Seinfeld can teach you a lot, my friend. You just have to open your heart and listen.

benvanhunnik December 23, 2008 at 2:47 pm

Nice elaboration. If you sound like a cop, or pull up to a house in a cop car, no one will talk to you.

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