“I followed your advice on how to leave voicemail messages that get more callbacks and since using it, my call backs have increased. But my question is, what do I do with the prospects that haven’t called back?”
I like to use a “three strikes and you’re out” rule. Meaning, after the 3rd attempt, if I haven’t heard back from them, I take them out of my current call list (I move them back into my drip marketing campaign and let that do its job)
But the key to success here is knowing what to say on the second and third voicemail/email attempts BEFORE picking up the phone.
The 2nd Attempt Call
You don’t have to have fancy words or a whole new voicemail message for the 2nd attempt.
Assuming you have a strong 1st attempt voicemail message, when on your 2nd attempt should you get voicemail again, simply lead with:
“Hi (Prospects Name). I left you a voicemail the other day regarding…” (now repeat your first time voicemail message, including your name and number twice at the end)
It’s that simple.
And when you send your email (I always recommend sending an email right after you leave a voicemail message) you can simply say:
“Hi (PROSPECTS NAME) Just left you a 2nd voicemail message regarding…”
And now schedule your 3rd attempt in your CRM in case you still don’t hear back from them.
The 3rd (and sometimes final) Attempt
As I said, I use a “3 strikes, you’re out” rule. You may find that 4, 5, 10 or 20 works best for you, but for me, it’s 3.
If after 2 solid phone/voicemail/email attempts (which counts as 6 touches, not including any drip emails or LinkedIn messages/connection requests that they may have gotten in between calls 1 and 2) I’ll leave a 3rd voicemail message (followed by an email, of course) that simply says something along the lines of:
“Hi (PROSPECTS NAME) this is (YOUR NAME) with (YOUR COMPANY) and I see we’ve left you a few messages / emails regarding (HOT BUTTON / WHATS IN IT FOR THEM VALUE STATEMENT) but haven’t heard back from you.
I assume it’s safe to say you’ve gotten really busy or this isn’t a top priority for you at the moment so I’ll take you off of my call list as to no longer interrupt your day.
If something changes and you would like to discuss how we (HOT BUTTON / WHATS IN IT FOR THEM) please give me a call at 888-888-8888. Again it’s (YOUR NAME) with (YOUR COMPANY) at 888-888-8888. Have a great day.”
Follow that with an email that says the same thing, log the call / update your notes in your CRM and MOVE ON!
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
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