Today, nobody seems to be around to answer their phones. You spend time calling, and all you get are voice-mail messages. You know people don’t bother calling back if they think it’s a sales call. Here are a few messages that get call backs.
Voicemail #1 (The Mystery Message) :
“Hey Bill, this is Steve Reiner. The reason I’m calling you specifically is I was told you can answer a question of mine. My phone number is… and again my name is Steve Reiner. It would be great if we can connect sometime today. Thank you.”
I encourage you to not leave the name of your company on the first message. You do that and you’ll be shouting, “I’m selling something.” As proud as we are about the value we provide our clients, the reality is, people avoid salespeople and you’ll find the mystery message will be a greater enticer to receive a call back.
Voicemail #2: (The Mystery Message Part 2):
“Hey Bill, this is Steve Reiner. I’m not sure if you got my message from last week or if you’ve been on vacation but again, the reason I’m calling you specifically is I was told you can answer a question of mine. My phone number is… and again my name is Steve Reiner. I look forward to hopefully connecting today sometime. Thank you.”
Voicemail #3: (The Call to Action Voicemail to Set up your Warm Cold Call):
After you’ve left 1-2 unreturned voicemails, leave this message:
“Hi Bill, this is Steve Reiner. You are a tough person to get hold but I consider that a good thing. It tells me you’re working hard and making things happen and you’re the type of person I like to work with. So here’s my plan. I will be driving out to your office next Friday to meet you in person between 10-10:30. Please do me this favor: I’ll be driving 45 minutes out to your place so if that time does not work for you then please call back and suggest a time that works better. Otherwise if I don’t hear back then I will assume this is a good time to meet in person and I will plan on being at your office next Friday between 10-10:30. My number is xxx-xxx-xxxx.”
This will either cause your prospect to call you back which is great or when you show up you can let the front desk know that Byron should be expecting you. The strategy here is rather than driving out 45 minutes to one prospect who may not even be there, now you are setting up an entire day of these warm in person calls. You should see your effectiveness sky-rocket. It requires a bit of planning on the front end but well worth the effort in the long-run!
Remember, the #1 way to avoid call reluctance is to Take Action! It’s easier to act your way into proper thinking than to think you’re way into proper acting.
To your success,
Professional Sales Coach