“It’s personal.” Is that a good message to leave for a decision maker to get them to call you back?

No—and here’s why.

This actually happened to me yesterday. I received a cold call and my administrative assistant took the call. She asked if she could take a message and was told to tell me “It’s personal.” Continue reading ““It’s personal.” Is that a good message to leave for a decision maker to get them to call you back?”

Seven ways to get more emails and voicemails returned on appointment setting calls. (Updated.)

Nobody returns voicemails anymore…or do they?

 

Our clients 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 (over 10%), and as we pointed out in the blog covering why we should leave voicemails and send emails, there are plenty of reasons for actually sending/leaving them. Continue reading “Seven ways to get more emails and voicemails returned on appointment setting calls. (Updated.)”

Caller ID and the Mystery Cold Caller.

Why you shouldn’t block your outgoing Caller ID.

So, you think you’re pretty smart and doing yourself a favor by cold calling with the Caller ID on your phone blocked? Here’s why we believe you are hurting yourself. Continue reading “Caller ID and the Mystery Cold Caller.”

Top 10 mistakes cold callers make on the phone (# 10).

Mistake #10 – Calling the same day and / or time of day over and over again, or calling the same person over and over again the same day.

D'ohAlbert Einstein once said that the definition of insanity is “…doing the same thing over and over again expecting different results.”

 

One of the basic tenets behind The Appointment Making Formula™ is having a plan (we call them Best Practices) and then employing technology (we use a specialized tool—the Science of the Art, Science and Best Practice of Appointment Making), called PROSPECTING from Contact Science. it works as a front end to CRMs) to  enable the efficient application of the Best Practices and track what you do so that you can leverage what works and change what doesn’t.  Continue reading “Top 10 mistakes cold callers make on the phone (# 10).”

Top 10 mistakes cold callers make on the phone (# 9).

Mistake #9 – Not letting the target know when this attempt is the last one.

D'ohMany participants in our Prospector’s Academies™ say is that no one returns voicemails anyway, so why bother leaving them?  Well, here’s the biggest reason of them all to do so! Continue reading “Top 10 mistakes cold callers make on the phone (# 9).”

Top 10 mistakes cold callers make on the phone (# 8).

Mistake #8 – When leaving voicemails, not saying our phone number s-l-o-w-l-y and repeating it. 

D'ohIf you’re old enough to remember who Andy Rooney was, you might recall he would whine things like, “Have you ever gotten a voicemail with a telephone number left so rapidly that you had to listen to it multiple times before you got the whole number?”  Well, I have and I know you have as well because it is all too common.  Continue reading “Top 10 mistakes cold callers make on the phone (# 8).”

The most effective voicemail (and email) ever. Really.

How to leave voicemails (and send emails) that get returned more often.

 Voicemail ImageNow 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.

Continue reading “The most effective voicemail (and email) ever. Really.”

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.”

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.”

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.”