escape voice mail and e-mail purgatory
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Escaping Voice Mail and E-Mail Purgatory Strategies and Tactics for Dealing With Today's New Gatekeepers.
Craig James Sales Solutions
December 18th, 2008
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What's the issue?
Voice Mails not being returned
E-mails not being replied to
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What do we currently do
Leave repeated voice mails
Send numerous e-mails
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Why is it ineffective?
We're perceived as a nuisance
We appear desperate
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Advantages and disadvantages of leaving voice mail
Advantages:
Opportunity to leave a persuasive infomercial
The person might call you back Many people appreciate persistence
Disadvantages:
Frustrating when they don't call back Chasing mode makes you look
desperate
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How can you get better results?
Be in your approach
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Voice Mail Strategy #1
Don't leave one!
Call back multiple times until you reach the person
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Voice Mail Strategy #2
Mask your call
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Voice Mail Strategy #3
Call when the electronic gatekeeper is likely not to
answer
Before “official” business hours
After “official” business hours
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Voice Mail Strategy #4
Leave a compelling, benefits-laden message
Mention a specific problem
Tone is self-assured (“we might be able to help”)
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Voice Mail Strategy #5
Leave a compelling, benefits-laden message...
...but don't leave a phone number
“I will try you again at 3:00”
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Voice Mail Strategy #6
If you're directed to call another extension, an assistant, or reception...
Improve your odds of being let through by...
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Voice Mail Strategy #6
Not treating person condescendingly
Not claiming to have a bullet-proof solution
Asking the person what she thinks
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E-mail Strategy #1
Be wary of using e-mail as a cold-calling tool
CAN SPAM laws
Junk-mail filters
Gets lost amidst the hundred others
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E-mail Strategy #2
Creative Use of Subject Line
“Constant paper jams frustrating you?”
instead of
“Introducing Acme Copier Company”
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E-mail Strategy #3
Use an e-mail open tracking program, such as DidTheyReadIt.
Helps you time your follow-up call to be shortly after it's been opened
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Closing recommendations
How many voice mails or e-mails? No more than a half dozen, in
combination
Vary the message of voice mails, and subject lines and content of e-mails
As a final resort, use a take-way
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Sales Solutions Service Offerings
Sales Consulting Sales Process Improvement Skill Improvement/Enhancement One-on-One Sales Coaching
Escaping Voice Mail and E-Mail Purgatory
Craig James Sales Solutions 877-862-8631 www.sales-solutions.biz [email protected]