How to Prospect Using Voice Mail

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  jwatson@...05/14/08 Reported as spam
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  The part that i would not say...

  This is a great topic that deserves attention, because fewer people (especially decision makers) seem to answer their phone these days, especially if they don't recognize the caller's name or number.
  
  The research is Key - showing that you've taken the time to learn about the person you're calling will dramatically increase the chances of having your call returned, or at least answered next time around.
  
  However, if I don't know the person, I'm not going to say, "I can tell you're not the kind of person who would not return a call..." That type statement can come accross as "salesy" and intrusive - how could you know what kind of a person they are? You've never met them; it's a cold call, remember? And the part about "I hope everything is OK with you.." is getting too personal for a cold call. You haven't earned the right to pry into someone's personal life at that point.
  
  I find that when I focus on the research, and leave a salient, relevant point or two in the brief voice mail, I can begin to establish the kind of professional credibility that earns a call back, or having my call answered, next time around.

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  PHDavis05/15/08 Report as spam
  2

  RE: How to Prospect Using Voice Mail

  Geoffrey, Overall I like the ideas. However I don't think that the "Hail Mary" approach is very polite, nor would it win any points for you should you get through at a later time. You never know when the person you are calling may someday be face to face with you. If you have only heard their voicemail you cannot "tell" anything other than what has been left, certainly not, "what kind of person" the individual is.
  
  A better approach might be, "Mr. Simpson, this is Geoffrey James calling from BNET. I have left you several messages however, we have not been able to connect. This seems to indicate to me that now is not the time to discuss how to improve your business. If things change for you please give me a call at_______. Meanwhile I will put you in my tickler file for a call in 3 months. Again this is Geoffrey James at_____________. Thank you."
  
  You can read more about voice mail approaches at www.teleconceptsconsulting.com where Jim Domanski has more ideas.
  
  Thanks. Paul Davis from http://salesisteaching.typepad.com

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  Geoffrey James, Sales Machine05/15/08 Report as spam
  3

  I like it!

  Yeah, the hail Mary is only if you know you're never going to call that person again. It's a trick bit to pull off. If you add something like "I talk to a lot of people on the phone and I can tell from the sound of your voice and tone in your voice that..." Any you can vary the hail Mary story depending upon your observation, like so: "...you're the kind of person who's pretty no nonsense when it comes to doing business."
  
  The point of the hail Mary is that it's a last ditch effort. Note, though, that there are many other ways to get through to people that you REALLY need to talk with. This is strictly for cold calling when you've got a long list of prospects.

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  aqaba0105/19/08 Report as spam
  4

  RE: How to Prospect Using Voice Mail

  Very insightful. I plan on trying these tactics. What have I got to lose?