Mistake #9 – Not letting the target know when this attempt is the last one.
Many participants in our Prospector’s Academies™ say is that no one returns voicemails anyway, so why bother leaving them? Well, here’s the biggest reason of them all to do so!
We’ve invested (hopefully) a lot of time developing the value propositions we want our targets to hear regarding why they should meet with us. Why? Because we know that there are people out there every day that are in the market for what we sell when we call. If that’s the case, then we will hit targets that want to talk with us from time to time, right? The challenge is that we still are interrupting people when we call them, which means they are busy. If we do not inform them that this is the last time we will call for a while, they may not call back assuming (incorrectly) that we’ll try again later.
Disciples of The Formula consistently report back that they get more returned voicemails and emails off of this ‘Move-on Message’ than any other. In order to make this work, the first thing you’ll need to do is know how many attempts you’ll make to reach a target prior to moving on to another. (We call that a Pursuit Plan or Cycle.) When you get to the last call, try something like this:
“Good morning, Mark. This is Barry Caponi again from the Caponi Performance Group. As you know, I’ve left you several messages over the past few weeks regarding how we’ve been able to help our client’s sales teams minimally double the number of Initial Appointments they were setting, and although I’m persistent, I certainly don’t want to be a pest. If you’ve been meaning to return my call, please do as I’m looking forward to talking with you. If you can’t, I won’t bother you again right now, but will call you back again in a few months if you don’t mind. My number is 817 224-9900, that’s 817 224-9900. Thanks and I look forward to hearing from you.”
If you’d like more information on the topic of using voicemails and emails to set more appointments, check out the highlighted blogs above and drop us a line or give us a call. Or, if you’re simply interested in why no team of sales professionals has ever failed to at least double the number of Initial Appointments they were setting after going through one of our programs, give us a call or drop us a line. We love talking appointment making!
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 817 224-9900 or at bcaponi@caponipg.com. You can also find answers to many of your challenges in our books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Making and Volume II: Efficiency, the Science of Appointment Making.
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