Why ignoring this concept is costing you money and what to do about it.
Let’s face it, sales professionals come and go, but territories tend to be permanent.
If you think about it, even if we divide up a territory into smaller pieces, or recombine multiple territories in some fashion, the individual targets within them stay the same. Therefore, I would argue that territories are permanent even when the deck is re-shuffled. So, as I like to say, shame on me if my territories are not stronger, warmer and better defined a year from now than they are today.
How to leave voicemails (and send emails) that get returned more often.
Now that I’ve got your attention, let me lead with a caveat. Most voicemails and emails do not get returned these days. Ten years ago, we averaged 22% of our voicemails returned. I refer to that as the pre-voicemail era. Two years ago it was closer to a disappointing 3%, and now it’s back up to a more reasonable 10% including emails returned.
How to get a great testimonial that gets YOUR emails and voicemails RETURNED.
I read an article recently by Ivan Misner, a networking guru, about asking our customers for written testimonials. It’s a great idea that most of us don’t do near enough. Here’s another reason for doing that.
We hear questions all the time about what should be the value proposition in voicemails and emails. Our response is that we should be sharing why others do business with us. If we can be quantitative about an increase in sales (our value proposition), an increase in their market share, or perhaps a decrease in costs, so much the better. Ergo, if that’s what the customer experienced, get them to put that in the testimonial.
Four ideas to improve your cold calling voicemail approach.
The following is taken from Paul Lovoie’s/Response Marketing, posting (with his permission) on the Fresh Sales Strategies LinkedIn Group (it’s a pretty good group, by the way). He listed some really bad voicemails left on his phone.
Our customers report that, in the B2B market space, the percentage of returned voicemails and emails has dropped over the past ten years with the advent of voicemail. Our experience mirrors that. So, the operative question is, “Should we stop leaving voicemails?” Our answer is an emphatic, “No”, as our techniques have the percentage of returns on the rise again, and as we pointed out in the blog covering why we should leave voicemails and send emails, there are plenty of reasons.
Our customers report that, in the B2B market space, the percentage of returned voicemails and emails has dropped over the past ten years with the advent of voicemail. Our experience mirrors that. So, the operative question is, “Should we stop leaving voicemails?” Our answer is an emphatic, “No”, as our techniques have the percentage of returns on the rise again. By the way, if you’d like to read about the six ways to get more voicemails and emails returned, click here.
We are often asked how is The Appointment Making Formula different from other skills based methodologies for appointment setting. There are a number of reasons, but the number one reason our clients tell us their sales professionals are now setting at least twice the number of Initial Appointments is, hands down, Bridge Questions™.
Contrary to popular belief, the time and effort we put into the calls we make today that do not immediately result in an appointment today still has value. In other words, be in it for the long run to leverage that investment of time and effort. Design a well-defined Best Practice that defines how you will pursue a homogeneous set of targets and stick with it because appointment making has a cumulative affect over time. Then make sure to employ a technology that enables the Best Practice to be efficiently executed.