Here’s a story of a cold call voicemail that became a sale.

Voicemails do work.

 Voicemail ImageWe changed our health insurance for our company a while back. In today’s environment, it’s a lot of work. New laws (don’t get me started) have led to many new types of plans.

Why do I share this story with you? No, it’s not because I want to you share in my pain—it is because the sale originated with a cold call.

Continue reading “Here’s a story of a cold call voicemail that became a sale.”

A great idea for cold calling voicemails and emails.

How to get a great testimonial that gets YOUR emails and voicemails RETURNED.

Voicemail ImageI 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.

Continue reading “A great idea for cold calling voicemails and emails.”

Nine really bad voicemail ideas to avoid.

Four ideas to improve your cold calling voicemail approach.

 

Voicemail ImageThe 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.

 

 

Here’s a list of some of them.

Continue reading “Nine really bad voicemail ideas to avoid.”

Two reasons why your voicemails (and emails) are NOT being returned.

An example that works to get more returned voicemails.

 

Voicemail ImageOne of the ways to get people to return voicemails is to arouse their curiosity. No great revelation there, right? But here’s the way to do it.

 

Continue reading “Two reasons why your voicemails (and emails) are NOT being returned.”

Six ways to get more emails and voicemails returned.

Nobody returns voicemails anymore; or do they?

Voicemail ImageOur 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.

So, now assuming that we’ve agreed to leave the voicemail and send an email, what are the six most effective ways to get a target to return a voicemail/email? Continue reading “Six ways to get more emails and voicemails returned.”

Six reasons to leave voicemails (and send emails).

Nobody returns voicemails anymore; or do they?

 Voicemail ImageOur 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.

There are six reasons to leave voicemails and send emails: Continue reading “Six reasons to leave voicemails (and send emails).”

What is the number one reason The Appointment Making Formula™ works so well?

Bridge Questions™ are the keys to the kingdom.

Bhutan, Rodophu Valley, female hikers crossing bridge
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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™.

Continue reading “What is the number one reason The Appointment Making Formula™ works so well?”

What is the “Coin of the Realm” in appointment setting?

Why is it important to understand this basic component of the process?

Coin of the Realm Square I was reading an old article from the Wall Street Journal the other day (August 6, 2007–-if you’re interested). It was entitled, On the Web, English is the Coin of the Realm.  In the article, the author talks about English being the language of choice around the world.  It went on to say that smart advertisers, when looking for an international audience on the Web, get a better bang for their advertising buck if they use English.  It got me thinking (no, not about why Illegal Immigrants don’t get the value of learning English like the rest of the world has), but about the term, Coin of the Realm.  In this article, the Coin of the Realm is actually the dollars spent on advertising, not the language of English.  Why?  Because that is the lowest common denominator of what each of us has to spend on the advertising.  It is what each medium we wish to advertise on will accept in trade for that advertising.  English is, well, something for another blog on another day.  So, what does this have to do with appointment setting? Continue reading “What is the “Coin of the Realm” in appointment setting?”

Six reasons to build an appointment making plan for the long haul.

The Cumulative Effect of Cold Calling.

Accumulation Squirrel and NutsContrary 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.

Here are six reasons to build a Best Practice for your appointment setting efforts and to stick with it over time: Continue reading “Six reasons to build an appointment making plan for the long haul.”

Why classic objection handling techniques don’t work when setting appointments.

The two rules our targets play by when we make appointment setting calls and why we ignore them at our peril.

 

D'ohWhen you are making appointment setting calls, are you trying to respond to your target’s initial objection for the meeting with logic?

Most likely, you are responding to the initial ‘no’ you hear when trying to set an appointment the same way we were all taught to to do it: with the logic of your value proposition and through proven objection handling techniques we use once the target has engaged in a buying cycle with us. Unfortunately, if you are, you’re also fighting an uphill battle.  Here’s why: Continue reading “Why classic objection handling techniques don’t work when setting appointments.”