How do I get to see new prospects who won’t return voice mail?

by Dave Kahle

Q.  How do I get to see new prospects who won’t return voice mail?

            A.  Since this continues to be one of the most asked-questions I receive, I’ve decided to spend several months on this question.  In an earlier article, I talked about creating a powerful, persuasive opening statement.  Recently, I discussed the concept of an effective “pre-call touch.”  In this piece, I’m going to discuss some effective tactics for making the call.

First, a reminder of the perspective from which we should view this problem.  It’s this – there is no a simple, easy solution.  I wish I could provide you with a magic phrase or set of “secret” words that are guaranteed to get the prospect to return your call and grant you an audience.  But it is just not that easy.  Influencing new prospects to return your call and to invest their time in the speculative venture of seeing another sales person is not a simple thing.  And, clearly, it is growing more difficult.

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There is a principle that we need to grasp if we’re going to be more effective at this most difficult task.  The principle is this:  There is no short cut, no simple, easy, magic answer.  There are, however, some principles and strategies that will increase the likelihood of you getting an appointment with the elusive prospect.  That means that you are going to have to invest serious planning time and serious creative thought in improving your results.

OK.  You’ve prepared an effective opening statement, and you’ve sent a creative pre-call touch.  Now you are going to make the call, using the opening statement that you have prepared, and making reference to the pre-call touch that you delivered.  What are some ways to make the actual phone call more effective?

1.  Time it right.  You may have greater success in getting to your prospect by calling at an odd time.  Try a few minutes before 8 AM, ditto for lunch, and a few minutes after 5:00 PM.  These are all times when the normal switchboard may not be operating, yet the person you want may be at his/her desk.

2.  Practice a conversational voice.  Don’t sound too smooth or rehearsed.  That makes the person listening to your voice mail think that ... CLICK HERE TO READ FULL ARTICLE