Leaving Messages, or Not?

Just the other evening, I attended a business networking function in Breckenridge, Colorado. While there, I met two mortgage bankers who, once they learned about my "Phone Selling" book, began lamenting the fact that their prospects weren't returning calls after leaving several messages.

One of them said, "Renee, how do I know when I'm just pestering the person and they want me to go away, or if I'm even calling enough to get my name out there?" In reading his facial expression, it was clear that he disliked rejection. Well, let's face it, who LIKES rejection? 

 

Hey, we're in SALES! Those who are at the top of their game are more persistent than the competition. It's not as if we embrace being ignored, rejected, and having intimate relationships with voice mail, it's about being consistent, persistent, and nonplussed when we don't receive returned calls!

 

So, get busy and get on the phone! Leave more messages, and consider this: most of the time you are calling people who aren't too timid to say "go away". They may be sending you a message that they aren't interested, but they may just be too absorbed in their work lives to make you a priority at the moment. Is that OK?

 

The reality is this: Would you rather get the business later...or never? Last month, I closed a new account who rejected a proposal a year ago. The recent project was a success and now have more business booked with them for August.  Two weeks ago, I met with a potential client in New York for a meeting that took me two years to secure. There is business coming our way now with this client. These types of experiences happen to me regularly because I refuse to let the rejection, or lack of a returned call, stifle my ability to close sales. Here are 5 tips for you to employ so that rejection doesn't become a permanent disease!

 

1.  Stay in touch with your prospects using varying methods. Examples include: the telephone, email, snail mail, faxes, trade shows, social events, newsletters, articles, white papers, and personalization. Get creative and most of all, mix it up!

 

2.  Leave phone messages that prompt interest. Use one (or more!) of my "magic words" that get your foot in the door with returned calls.

 

3.  When leaving phone messages, don't make them too long. Plan what you're going to say BEFORE you pick up the phone. If you feel the urge to tell all that you know, your prospect will get bored fast and not listen, anyway. Remember the KISS principle? Use it!

 

4.  Avoid "canned" email messages that aren't personalized. Also, use just three sentences to get your point across. End your email with a question that will prompt a reply.When sending snail mail, make sure you include something written and not just canned marketing information. Customize the brochure, white paper, or note, so that the prospect feels important. Again, ask for action in the note, and remember to always include your business card.

 

Lastly, be persistent! Your prospects will need to hear your voice, see you face, and receive  notes from you for 10 or more times before responding. Remember, rejection isn't the problem, it's how YOU decide to respond to it that will make you more successful!

 

(c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911