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Sales Skills / Make the First Contact Count / Lesson 39
LESSON 39 · MAKE THE FIRST CONTACT COUNT

Call Me Next Quarter

Practical ways to respond to “call me next quarter”, turning a delay into a plan you can both trust.

Not now can become yes later. A good plan keeps you on their calendar.

12 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

12 tips that really help

These ideas come from Fanatical Prospecting (Jeb Blount), Cold Calling Techniques (Stephan Schiffman), The Little Red Book of Selling (Jeffrey Gitomer), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Next quarter can be real
TIP 1

Next quarter can be real

Sometimes budgets or projects truly start later, so take it seriously and record it.

TRY THIS
Mark the exact date.
Photo for the tip: Ask what will change by then
TIP 2

Ask what will change by then

Understanding what will be different helps you prepare for the next conversation.

TRY THIS
Prepare the question.
Photo for the tip: Agree on a specific date
TIP 3

Agree on a specific date

Instead of next quarter, ask whether the first week of that month would suit.

TRY THIS
Set a calendar reminder.
Photo for the tip: Ask what they would like to know now
TIP 4

Ask what they would like to know now

Offer to send useful information so they have it ready when the time comes.

TRY THIS
Offer one helpful resource.
Photo for the tip: Stay visible without pushing
TIP 5

Stay visible without pushing

Brief, friendly updates and useful ideas keep you in mind.

TRY THIS
Plan a gentle touch every month.
Photo for the tip: Learn who else is involved
TIP 6

Learn who else is involved

Use the delay to understand the decision process and other stakeholders.

TRY THIS
Ask who will decide.
Photo for the tip: Send a helpful note in the meantime
TIP 7

Send a helpful note in the meantime

Sharing an article or trend relevant to their business shows you care.

TRY THIS
Choose one to send.
Photo for the tip: Keep your promise to call back
TIP 8

Keep your promise to call back

Do what you said on the day you said, to build credibility.

TRY THIS
Calendar the call.
Photo for the tip: Ask if there is anything that can start earlier
TIP 9

Ask if there is anything that can start earlier

A small preparatory step may be possible now, even if the main decision is later.

TRY THIS
Suggest a mini-project.
Photo for the tip: Record the context
TIP 10

Record the context

Note the reasons and details so the next call feels continuous.

TRY THIS
Add notes to your tracker.
Photo for the tip: Check for changes before you call
TIP 11

Check for changes before you call

Look at recent news about their business to make the call timely.

TRY THIS
Spend two minutes reading.
Photo for the tip: Be understanding
TIP 12

Be understanding

Patience and warmth make people want to come back to you.

TRY THIS
Say thank you for being honest.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

AGREE

“That works. Next quarter it is.”

DATE

“Shall I call the first week of April?”

REASON

“What will be different by then?”

PREPARE

“Is there anything I can send in the meantime?”

EASY

“I will put it in my calendar now.”

THANKS

“Thank you for the clear plan.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Ask for a specific date
DAY 2
Ask what will change by then
DAY 3
Put it in your calendar
DAY 4
Send a thank-you note
DAY 5
Send one useful item in between
DAY 6
Call on the date
DAY 7
Track how many convert

Further reading

  • Fanatical Prospecting (Jeb Blount)
  • Cold Calling Techniques (Stephan Schiffman)
  • The Little Red Book of Selling (Jeffrey Gitomer)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

← All Make the First Contact Count lessons
Next lesson: Stay Friendly and Stay in Touch →

More lessons in “Make the First Contact Count”

Keep going. Small steps every day make a big change.

← Previous: Send Me an EmailNext: Stay Friendly and Stay in Touch →

  1. Why Calls Still Beat Everything
  2. Your 20-Second Opening
  3. The Friendly Interrupt
  4. Open With a Reason, Not a Pitch
  5. Get Past the Gatekeeper Kindly
  6. Leave a Voicemail People Return
  7. What to Do When They Say "Not Interested"
  8. Subject Lines People Open
  9. The Three-Sentence Email
  10. Personalise in One Line
  11. Make One Clear Ask
  12. Follow-Up Emails That Do Not Annoy
  13. The Friendly Breakup Email
  14. Fix the Mistakes That Land You in Spam
  15. A LinkedIn Profile That Attracts Buyers
  16. Connect With a Note, Not a Pitch
  17. Comment Your Way Into a Conversation
  18. Share Posts That Show Expertise
  19. Slide Into Messages Politely
  20. Turn a Like Into a Call
  21. Social Selling in 15 Minutes a Day
  22. Walk Into a Business With Confidence
  23. Your 10-Second First Impression
  24. Handshakes, Smiles and Eye Contact
  25. Start a Chat at an Event
  26. Hand Out Cards the Natural Way
  27. Read the Room Before You Speak
  28. Leave Something Memorable Behind
  29. Ask for a Meeting Without Begging
  30. The 15-Minute Offer
  31. Propose Two Time Options
  32. Confirm Meetings So They Show Up
  33. Reduce No-Shows Politely
  34. Rescue a Stalled Conversation
  35. I Am Busy: What to Say
  36. Just Send Me Information
  37. We Already Have a Supplier
  38. Send Me an Email
  39. Call Me Next Quarter
  40. Stay Friendly and Stay in Touch
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