what to say when you call back

There are many "rules" in sales and telemarketing that will get you better results.

Here is one rule:  use words that answer the other party's question "what's in it for me?'

That's all most people went to know, "what's in it for me."

Therefore, you never call a no-show or reschedule situation and say "You had scheduled a demonstration and I was calling to reschedule it...."

That person does not care about the demonstration. What do they care about? They want more clients.

So when you call people back here's what you want to say:

Joe, you had expressed interest in adding new clients in area code 612 for life insurance and annuities. Are you still interested in adding those new clients?

Notice that the above question uses the phrase twice  "add new clients."  That's all they care about-- adding new clients. That's how you get better responses by always speaking or asking questions that answer the buyers interest, which is always, "what's in it for me?"

There is a second rule in sales and telemarketing: specificity equals credibility.

You want to be specific rather than vague.

Therefore, when you call, you do not say "you had expressed interest in adding new clients in your local area. Are you still interested in that?"

Instead, you make your question much more specific by including their area code and their top two products and services in your question:

Joe, you had expressed interest in adding new clients in area code 612 for life insurance and annuities. Are you still interested in adding those new clients?

All of the information about each of these professionals that you add to the calendar is stored on your webpage that shows all of your demonstrations.  That information includes their area code and their top products and services. So when you call, you use that information to make your questions specific to them.