The Web-Based Sales Improvement Program Prospecting Module 12 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

Dealing With Voice Mail, Messages and Other Nuisances 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!

Voice Mail & Answering Machines 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

Voice Mail & Answering Machines, continued 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

Voice Mail & Answering Machines, continued 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…”

Voice Mail & Answering Machines, continued 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”

Other Questions About Prospecting Prospecting Module 12 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… Prospecting Module 12