Voice Mail - Reaching Decision Makers
Baseline Selling Tip: Voice Mail -
Reaching Decision Makers
This story is from a reader of Baseline Selling:
Please read Page 43 of Baseline Selling. Since Iím over the
embarrassment of screwing up something so simple, here goes. After
almost 20 years of selling, managing & coaching salespeople and now
sales development, I just learned last week how to leave a
Hereís the Story:
Iíve been conditioned to believe that, in the real world, one
doesnít always get through to the intended person. So, over the
years, Iíve worked on crafty little positioning statements that
leave an impact, so that when I finally do get hold of that decision
maker, theyíll remember who I am and why I called. For this purpose,
Iíve been pretty effective.
My first step was to purchase the right list and begin making the
calls. Since itís a new group, I had the opportunity to again
revisit the effectiveness of my cold-calling through tracking.
Beginning Monday of last week and ending on Thursday of last week, I
made exactly 100 attempts, got hold of zero people, yep, zero, and,
therefore, left my scripted, canít miss voicemail for everyone who
didnít use a real person to take the message.
The result, no one called back, yep, zero. But then I got to
thinking. Am I really calling these people to warm them up, or
should I be actually trying to get hold of the right person, who, if
they have the kinds of problems I solve, might actually buy
something from me?
As I look RIGHT NEXT TO MY PHONE, I see my copy of Baseline Selling
is TOUCHING THE PHONE. Inside the book thereís a nice hand written
note from Dave Kurlan that says, "Dave, Continued success in growing
your business". Pretty cool note from a guy with a pretty darned
good business. I have read the book once and it really was great.
Maybe, at this point, I should look once more and see what Dave has
to say about cold-calling CEOís.
Again, itís on page 43 in the form of an outlined quote "The chances
of your call being returned are inversely proportional to the number
of details you leave in your message".
NO SHIT. (by the way, if swearing offends you, Iíll simply ask what
you say when you drop a bowling ball on your foot?)
On Friday, after coming to grips with no matter how bad the guy
writing the book might actually be at cold-calling, Iíll bet heís
better than zero, my voicemail became: "Hi, Bill, itís Dave Mantel.
As soon as you get a chance, please give me a call at 206-236-7225".
(Yeah, I stole it word-for-word)
The result: Of 20 messages left, 40% returned the call. 4 people
told me politely never to call back, 1 hung up when they found out
what I was up to (so Iíll never know), 2 booked appointments with me
and 1 person will be attending my next briefing in June. The rest
will get calls the next time through, maybe winter time, but for now,
Iím moving through the rest of the list.
I'm lucky enough to be
able to say that I was one of Dave's first clients 20+ years ago.
I'm amazed that normally smart people try to complicate this stuff.
We have to "customize" it to make it our own. Me too!
So, when I get the urge I try, "Bill, Dave Mantel...........I guess
I'll just leave my number, 206-236-7225" or "Hi, Bill, Dave Mantel,
sorry I missed you. I should be pretty reachable, this morning at
206-236-7225. Talk to you then".
And the I go back to what works best.