by Amber Brown
So, you can’t get a call back. Now what? Nothing can be more frustrating for a sales person than leaving voicemail after voicemail to a new prospect that never returns your call. This brings to mind that old saying about insanity…doing the same thing over and over, expecting a different result.
Here are a few tips to help you breakthrough:
- Do Your Homework – There are many tools out there to gain insight on the companies and individuals that are prospects. Take the time to do some intelligence gathering before you get on the phone.
- Are you Calling the Right Person? Don’t assume that because someone has a title that they are the right person to call. Landscaping for decision-makers is part of the process and confirming WHAT they do is critical. Often the reason a person won’t call you back is because they aren’t the right person! I think it’s good to have multiple names….and leave message for more than one person.
- Be Brief, Create a Sense of Urgency – The voicemail should be a prelude and must quickly gain the attention of the prospect. Practice what you are going to say. Bridge the conversation by injecting something you learned in your research that is relevant to the prospect. For example, “I have a unique opportunity to have active outdoor consumers engage with your new C class vehicle around the March launch”. Be clear that you want a call back to discuss.
- Don’t Dig Yourself into a Hole – Remember that when you leave a message, it should address items that are important to the prospect. “Selling cars, moving cases, engaging consumers, driving traffic.” Be careful about using media jargon, call letters and make the message relevant to the prospect.
- Ask for ACTION from the Recipient….but don’t make too big a request! Don’t just ask for a call back, but ask for a time on the phone that would work for both of you. Let’s face it, phone tag can go on for weeks. You only need one call back at a time both of you can connect. Offer a few times that might work in the next week or two. Remember, Monday’s and Friday’s are the best day.
- Double Up – Always follow up with email, if you can. Make it a habit when finding contacts to ask for an email. If you don’t have it, get creative, check LinkedIn or call back an assistant and ask for it. In your voicemail, tell the prospect you will send them an email as well to start a conversation. Don’t wait to send the email, do it IMMEDIATELY! You want the prospect to receive both within minutes of each other. Restate what you said and ask for a time on the phone to talk.
If you are still not getting calls back, then I challenge you to leave practice voicemails on your own voicemail. It’s often telling to sit on the other end. Ask yourself if you’d call back. What you hear might break through the Insanity!