TRAINING SESSIONS
what an effective voicemail message to someone like this might sound like. The first is one you can use when you don’t have a personal connection with the prospect: Hey, Maria. Walt West. Listen, I’m doing a little bit of research on you and your company. I saw that you published a paper recently on sustainable materials in the packaging industry. I have a couple of questions for you. Maria, call me – again, it’s Walt West, and my number is 555/555-5555. And here’s a model you could fol- low in those situations where you do have a personal contact: Hey, Maria. This is Walt West. It’s about 3:20 on Tuesday. Hey, I had a nice conversa- tion with David Jones over at Acme Corporation. He thought it would be important that you and I talk. I prom- ised him I would reach out to you. The number is 555/555-5555. These two examples are best prac- tices because they typically generate return calls in the 50 percent range.
Another thing these messages have in common is that they each require just a little work up front, in the form of some kind of research or discus- sion. The key word there is “little.” If you typically find yourself spending 20 or 30 minutes “researching” a single person you’ve never spoken to be- fore, that’s probably too much time. Now, here’s a message for those people with whom you have had at least one solid conversation – or maybe even met with personally, who then fell off the radar screen. Maria, it’s Walt West from XYZ Wid- get. Hey, I thought we had a productive meeting a couple of weeks back. How- ever, I’ve left several voicemail mes- sages and haven’t heard back from you. Maybe you’ve been extremely busy and you have been unable to get back to me. That’s understandable. Or perhaps you’ve decided on an approach that is different from what we discussed. If that’s the case, my number is 555/555-
5555. If you could give me a quick call back, I can close the file on this for now. That usually clarifies what’s going on. If you follow the examples I’ve
shared with you – making them your own – and make the right number of daily calls, you’ll have more conversa- tions with prospective buyers each day. You’ll get your prospect base back up to where it needs to be, and you’ll beat the post-summer prospecting blues.
Dave Mattson is a bestselling author, sales and manage- ment thought leader, keynote speaker, and leader for sales training seminars around the world. As CEO and president
of Sandler Training, Mr. Mattson oversees the corporate direction and strategy for the company’s global operations, including sales, marketing, consulting, alliances, and support. His key areas of focus are sales leadership, strategy, and client satisfaction. Learn more at
www.sandler.com.
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