Prospecting Module 12 Welcome to Prospecting Module 12 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling
Prospecting Module 12 • Prospecting Module 12 • Dealing With Voice Mail, Messages and Other Nuisances With new electronic gadgets, along with our age-old nemesis the answering machine, it’s becoming harder and harder to talk to a real human…let alone sell them on a meeting… However…we MUST find ways to get over, around or through these obstacles if we want to win… Commando Warning: Some of the strategies involved in getting around obstacles are commando in nature!
Prospecting Module 12 • Voice Mail & Answering Machines • The average person in business may receive 50 or 60 voice mail messages a day…some many more. Add to that the 80 to 100 email messages they’re responding to and you’ve got a situation where our call is 1 in 100 that is trying to cut through the clutter to get a call back… • With all that going on, it has become accepted in business to just not return phone calls…they’re attitude is “Let them catch me…” • Given that the average person DOESN’T return calls…we need to find ways to get people to call us back
Prospecting Module 12 • Voice Mail & Answering Machines, continued • Tips on avoiding these electronic screeners altogether: • Call early…call late: Sometimes top people will pick up their phone in fringe times • Hit “0” and page the person: This can be risky if you’re pulling them away from something…but blame the system • Hit “0” and get thrown to another department (try sales): You may not get any further…but if you can get a human, you might find out where your contact is hiding
Prospecting Module 12 • Voice Mail & Answering Machines, continued • If we MUST deal with them (and we do)…here are some things to leave on the voice mail to get call backs: • Intrigue: Think “mystery”…we want to person doing that RCA dog thing, looking at the receiver like…”what?” • “Karen…this is Greg at ACME…listen, I’m not sure what my manager meant when he told me you’d know all about this problem… but I need to find out what I can…” • Confusion: This is where we’re confused about something that has gone on and we need to find out what the situation is… • “Karen…Greg over at ACME…listen I’m confused about what has happened to this point…if you could give me a call back before end of business day today…I’d appreciate it…”
Prospecting Module 12 • Voice Mail & Answering Machines, continued • Just Hang-up: This one is truly commando…but I use it because it works…and it keeps me entertained… • “Hi Karen…this is Greg, I’m at 303-555-1212…and I’m a little confused ab….(cut it off half-way through your sentence) • YOU WILL GET A CALL BACK!!!!! • With all that going on, it has become accepted in business to just not return phone calls…they’re attitude is “Let them catch me…” • Given that the average person DOESN’T return calls…we need to find ways to get people to call us back • Don’t say “Thanks for returning my call…” Instead, try “Iwas expecting your call”
Prospecting Module 12 • Other Questions About Prospecting • How many messages should we leave? • That depends on the importance of the prospect as they relate to the rest of the world – 5 or 6 without a response may cause me to look elsewhere • We can’t however read too much into a person who won’t call back • Extra tip: Always act as if you’ve left 2 or 3 messages • What if people are calling back and getting our message machine? • This is something to think about…maybe free up a line…or alter your message to not give away what you do… • What can we do about caller ID? • Not too much…look into blocking services…