Forget Making "Courtesy Calls" Without An Objective

 It's all very well making courtesy calls - so long as there is a clear point to them.  Repeat calls on existing customers or on target customers are a waste of time if all you're going to say is "Hello, how are you, nice weather today, is everything going OK?  That's good, when you're ready to sell or purchase I'm your guy." 

You may think that you are building your rapport and relationship with the customer, but in fact courtesy calls are often detested by the recipient, because you are wasting their time.  Remember, they are busy people too, and while they undoubtedly like you quite a bit, they don't want to stand around making idle chitchat. 

So make sure you kick off with an objective to the call over and above rapport building.  Think of something positive to discuss.  A new listing, a change in your community, a new service your offering or industry news are some suitable examples.  Or, simply try asking some specific questions about your customer's business, needs or customers.  Everyone likes to talk about themselves, and your customers will be no exception.

        

Scott Jones
First American Title The Woodlands
2520 Research Forest Suite 110
The Woodlands, TX 77381

 

 

 

5 Comments on Courtesy Calls with a purpose!!

JUL
12
2011
648,181 Points 10 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

This is really good advice. I agree most people do not like to have people call to chit chat.
11:04am • #1
648,390 Points 16 Featured Posts Outside Blog Called Shot Master

Good morning Scott. You make an excellent point, idle chit chat, not so much. Meaningful conversation OK. Have a productive day.
11:05am • #2

That is for sure good advice.  Have a great day in The Woodlands.
11:24am • #3
Outside Blog

Scott,

I agree with you.  It is good to speak pointedly about what the customer is interested in and also try to figure out what their needs are and how their day is going.  Thanks for the post.
11:46am • #4
APR
30
2012

This is good advice when operating in the US context but don't assume every culture feels the same way.  Try this (not making courtesy calls from time to time) in Japan for example and you will make no headway.
Jay
6:58pm • #5


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Scott Jones

The Woodlands, TX

More about me…

First American Title

Address: 2520 Research Forest Dr., Suite 110, The Woodlands, TX, 77381

Office Phone: (281) 296-7193

Cell Phone: (832) 317-0722

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