"Using Voice Mail To Your Advantage"
Part Two
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The Chill Is Gone
The Prospect Who Knew Too Much
If you get voice mail on your initial dial to a prospect, give the receiver only your name and company; do not leave your phone number. It is your responsibility to reach the prospect, and leaving your number will only frustrate your prospect, especially if you are difficult to reach. Take The Live Option
Set A Telephone Appointment
If you still have not reached Bob, set a telephone appointment on his voice mail to reduce tag time and increase your chances of reaching him. Your message may sound something like this: "This is Ann calling from Joe Bonura & Associates, Inc., where we help organizations increase sales and improve service by providing top-notch training programs. I could not reach you the last few times that I called. I don't know you, Bob, and you don't know BBDG. I'm not sure I can help you until I know more about your company. I would like to set a five-minute telephone appointment to ask you a few questions. Please check your calendar for either 4pm tomorrow or 10am Wednesday morning. I will call your assistant this afternoon to confirm a time. You may call me toll-free at (give phone number) if you would like to confirm earlier." The 800 Number Dilemma
Many sales people vacillate on whether to use a toll-free number in their message because they run the risk of positioning themselves as telemarketers. If you have presented yourself professionally and positively, using a toll-free number will not change your prospect's impression of you. Potential prospects are more likely to return a long distance call that is toll-free. Faxing Past Voice Mail
If Bob continues to be unreachable, it is time for one last strategy: send a fax. Since you are prospecting for qualified leads, fax your prospect a fax back sheet that has all the questions that need answers to determine whether he is a viable prospect. Leave space for him to answer the questions and fax back a response.
We use this method in our office as a final effort. It helps us to treat prospects the way they want to be treated. Know When To Give Up
If none of the methods work on the prospect, MOVE ON! About five calls to the same prospect, with no response, is a sign to pitch the lead. The secret to successful cold calling is to have an extensive prospect list. Spend your energy on a new lead, and you are more likely to get favorable results. To Call Or Not To Call - That Is The Question
Whenever you pick up the phone, ask yourself, "What's the worst thing that can happen if I make this call?"
© 1997-2008 Joe Bonura & Associates, Inc. |
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REPRINT info: Joe Bonura About Joe Bonura His background is unique. Joe owned and operated a highly successful advertising agency for 18 years. During that time, he found his advertising campaigns were more effective when he educated his clients in the areas of sales and service. He conducted training seminars for his clients as added value. Word spread that Joe was a quality speaker and more and more people asked him to speak. The demand became so high that he sold the agency to three of his associates to start his own speaking and consulting company, Joe Bonura & Associates, Inc. Joe is past President of the Kentucky Speakers Association and a Certified Speaking Professional (CSP), a prestigious designation earned by only 8% of the 3,600 member National Speakers Association. Joe presently serves on the board of directors of NSA. He is author of the audio learning systems "Three-Dimensional Selling®" and "Turning Customer Satisfaction Into Customer Excitement®." He is author of the book Throw the Rabbit—The Ultimate Approach to Three-Dimensional Selling. Click here TO ENGAGE JOE BONURA FOR A TRAINING SEMINAR AT YOUR COMPANY
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