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Guest post by: Leanne Hoagland-Smith Become an Author

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Next to driving by more business than you’ll ever had and just asking for business, returning phone calls may be an incredible opportunity to increase your sales. Now, you probably are thinking that any business owner in her or his right mind does this automatically? However, the reality is that most don’t.

Yes, information is doubling. Yes, email boxes are full. Yes, there are phone calls to return from known and unknowns. However, if you don’t take action to call back what is that costing you? Simply speaking, plenty!

One of most colleagues has a radio program in the Kansas City, MO area and tries to connect with other business owners who can share their expertise. He has told me countless times of all the business coaches he has contacted locally and nationally without a single one giving him a return phone call.

As a business coach, I get emails and telephone calls from people who have read my articles and would like to talk with me. I call them back and they never bother returning the phone call. Since I have contacts nationally, their failures to respond suggest that these are not business results focused individuals. They probably do need my help, but I couldn’t give their names as referrals given that they do not call back.

The failure to return phone calls is not just relegated to professional services, but in business generally. I wonder how much business is lost, how many customers are turned off and turned away by not taking this one simple action?

When business owners make it a conscious effort to return each and every phone call including the nuisance ones, they now display an attitude of opportunity. Given that business today is even more about being networked and who you know, returning phone calls is critical.

Finally, remember the person who is calling may not be trying to sell you something, but could be a highly networked individual who wants to know you better to make that valued referral.

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