At a training seminar, I was asked what to do with a prospect who hangs up on you even before you can get your opening statement out of your mouth. Should you just call back right away and act like you were disconnected, he asked. (He had seen a guru suggest that in a LinkedIn group.)

Well, you could, but really, is that going to cause them to think how clever you are? I doubt it. If this truly is a prospect that you want to pursue NOW:, Consider this instead

First, consider that the prospect might be having a bad day, or has just experienced an office emergency.

Maybe he or she was expecting a call from someone else at that moment and yours came in. It might have just been wrong time for you and them

Therefore another contact might be worth the investment, JUST NOT RIGHT NOW. And instead of calling, try an email, or a brief handwritten and mailed note, stating,

“I have the feeling I called you at a bad time the other day. I apologize. The purpose of my call was to run an idea by you that could potentially help you to (fill in the blank with some result they would be interested in). I’d like to ask you a few questions to determine if we have the basis for a conversation. I will call you again on Friday, or you can reach me at 0207 123 9876.”

Is this going to change your universe?

No, but any response you get would be better than the flat out “no,” and the upside return on the investment could be huge. After all, you’ve likely already invested some time and planning into the initial call that got the quick blow-off. Why not put in just a couple more minutes?

Another alternative would be to simply place them back in your calling rotation for a few weeks down the road. They likely won’t remember you even called.