Alexia Stath has some great words of wisdom on cold calling. They sound like mine. Funny how great minds think alike!
Thanks Alexia for the great advice.
Ev
Cold Calling Voice Mails That Will Keep People From Hating You
Posted by
Alexia Stath
Cold calling yields one of two possibilities – a conversation or a voice mail. Ideally the call will result in the former, allowing you the opportunity to dazzle the prospect with your brilliant and infallible sales pitch. The latter option? You leave a nice little message but think, “I’ll really wow them when I eventually catch them."
The problem with this logic is that the overwhelming majority of your cold calls end in a voice mail. A large chunk of your prospecting time is wasted if you only apply quality scripts to the conversations. Putting just as much effort into carefully crafting cold calling voice mails will result in more opportunities for you….and less boredom and annoyance for the prospect.
Helpful tips to make you lovable (or at least tolerable)
- Self-awareness = cold calling enlightenment. - The moment just after the “beep” and right before you begin to speak, you are nothing more than a nuisance. Your product might be the greatest solution for that prospect but as far as they know, you’re trying to sell them lingerie hazmat suits. Accept this and craft your voice mail with that knowledge in mind.
-
Creativity isn’t just for starving artists. – It
seems that most prospectors believe all sales voice mails should be the
most dreadfully mediocre swill in order to be deemed business
appropriate. Have the guts to break free from this delusion. Nobody is
itching to call back the boring guy.
-
Everybody likes to laugh. Even jerks. – Okay, so really huge jerks might hate laughter, but who wants that
guy as a client? He’s probably pushing toddlers down for sport and
asking for world wars at Christmas time. Giving all the other prospects a
good chuckle in the middle of their stressful work day means they’ll
remember you. Some will even call you back.
-
Hey Tommy Two Times, stop repeating yourself! – If
you keep saying essentially the same pitch over and over again, you
might as well hold the phone up to some white noise because that’s what
you’ve become. Variation is key. Every voice mail you leave should be
completely original.
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