“What is the elapsed time you should allow between your 1st voicemail message and your 2nd voicemail when calling a prospect? I don’t want to seem desperate but I do want to shorten the sales process.”
This will primarily depend on the “lead type”. Here’s a guideline I use to help maximize response rates while avoiding to appear desperate.
1) Warm Leads:
If the lead is “warm” – Meaning they raised their hand in some form or fashion, such as filling out a proposal request on our website, not only do we want to contact that lead within minutes when possible, but we also want to have at least a second attempt that same day.
Warm leads grow cold fast so a quick response time on your end is essential. Keep in mind that if a warm lead comes in, chances are they are looking at some of your competitors as well. So it’s vital to get in there as fast as possible.
We have a “one day – two contact attempts” rule here in the office for warm leads. So if a warm lead comes in and we call and get voicemail, we leave our message (followed by an email), log the activity in our CRM and schedule a 2nd attempt for later that day.
Question: What if the warm lead came in towards the end of the day?
We still want to have two attempts. I don’t care if the lead came in 30 minutes before the end of business day. Use that to your advantage in your voicemail.
“Hi (Prospect’s Name) this is (YOUR NAME) with SalesBuzz.com. Reason for my call is I understand you’re curious about what type of results you may be able to get from our live online sales improvement workshops. I’d like to see if we’d be a good fit for your team and if so, identify if you’d qualify for some of our registration incentives. I’ll be in the office for the next 30-minutes and if I don’t hear from you I’ll try you one last time before I go. You can reach me at 888-264-0562 Ext. 400. Again this is (YOUR NAME) with SalesBuzz.com at 888-264-0562 Ext, 400.”
So now the end of the day comes and you haven’t heard back from them. Try them one more time:
“Hi (Prospect’s Name) – (YOUR NAME) with SalesBuzz.com again. Wanted to try you one more time to see if we’d be a good fit for your team before I left for the day. I’ll send you an email to see if we can pick a time tomorrow to determine if what we offer would help your team (NOW MENTION A HOT BUTTON). I’d also like to see if you’d qualify for some of our registration incentives. You can reach me at 888-264-0562 Ext. 400. Again this is (YOUR NAME) with SalesBuzz.com at 888-264-0562 Ext, 400.”
2) Cold Leads
When contacting cold leads, calling too often can turn persistent into pestering. A warm lead has some interest in solving a problem so they are a little further in the sales process. Cold leads are just that – cold and need to be warmed up. Where time is your enemy with warm leads, cold leads do not have that same restriction.
You still want to shorten the sales cycle when possible without turning a prospect off so I’ve found a simple formula that can be used as a guideline:
0, 1, 3, 5, 7, 10, 30
What this represents is the days you will attempt to make contact.
- 0 is your first attempt. (Example: Monday)
- 1 is one day after your last attempt. (Example: This call would be made onTuesday)
- 3 is three days after your last attempt. (Example: This call would be made on Friday)
This isn’t a “written in stone” mandatory formula – just something to give you a guideline to follow.
Feel free to create your own process you feel works best for you. Just make sure you have a process, as having one will get you better results than will simply flying by the seat of your pants.
– Michael Pedone
Michael Pedone is the CEO/FOUNDER of SalesBuzz.com. An online sales training company that shows inside sales teams how to: avoid being rejected by gatekeepers, leave voicemail messages that get callbacks and overcome tough pricing objections. Check out our course outline here and have Michael teach your sales team his techniques!