So often when Im speaking to groups or individuals, people ask me what I say in a voice mail message that gets the prospect or client to call me back. Many sales professionals and business owners are eager for the answer to that question. I have the answer for you and you may not like it: It doesnt much matter what you say, because your call probably will not be returned. I know you may not be too happy to hear this, but its your job to call a prospect until you reach that prospect.

Of course there are prospects or clients with whom you have a relationship and who will call you back; however, assume that a new prospect will not call you back. Make your goal to reach a specific number of prospects rather than leaving messages. Be persistent, call at various times and on different days. When you do make your calls, have a prepared outline of what you want to say.

Here are 7 valuable tips to help you reach your prospects while avoiding voice mail.

1. Persistence pays off. Dont give up. Call at different times of the day and throughout the week. Eventually you will get through.

2. Call when the prospect will pick up the phone. The best times to call are early in the morning (before 8:30 A.M.), late in the day (after 5:30), or during lunch. If the prospect has an assistant, theres a better chance he or she will pick up the phone during the times when the assistant is not there.

3. Remember what works. Youve been calling and calling the prospect, and get through. Write down that time, as it may be the best time to reach the prospect the next time you call.

4. Call the main number. An operator or receptionist will likely know if the prospect youre calling is in or out of the office. If the prospects not in, they may know the best time to call back.

5. Call on Fridays. Friday is a day when many people tend to wind down from the weeks work and are more likely to pick up the phone. The prospect may be more receptive to having a conversation with you on a slower day.

6. Call around the holidays. Many sales professionals stop calling prospects around the holidays. They think the prospect has taken time off so they dont bother. Actually, its an opportune time to call. The prospect may be catching up on paperwork and is more likely to answer the phone, since there are fewer calls.

7. Find the person in charge. Call Human Resources and say, Perhaps you can help me. Can you tell me who is in charge of? Saying these words can lead you to reaching the decision-maker. People will help you when you ask them.

If you feel that you must leave a message, make it brief. Dont leave your entire pitch or ask for an appointment. Let the person know why you are calling and that you will be calling back. Speak slowly, leave your name and company name, and say your phone number twicejust in case they are inclined to call you back!

ASSIGNMENT:

• Make a list of 5 prospects youve been trying to reach. Be persistent in making your calls and dont give up. Remember, its a big part of your job to reach the prospect.

• Next to each name, write down a plan of action. Are you going to call them before 8:30 A.M., after 5:30 P.M., try the main number, or find the person in charge?

• When you reach the prospect, write down the time and day you reached them so you know the next time.

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