Today I returned a call to one of the largest financial services companies in the world. Last week they called me about a program that I do on growing sales through relationship mining. (I was feeling proud of myself…THEY called ME!) I returned the call, and spoke to a very professional assistant that said she would leave a message for me with the lady from whom I had received the inquiry. I called again today, and left a voicemail for my original contact, asking her to return my call at her conveniece. I was satisfied that I had “completed” a sales call. Wait a minute…that’s not a sales call! It is closer to verbal direct mail than a sales call!
Salespeople often make the same mistake with voicemail that they do with e-mail; the confuse activity with accomplishment. Voicemail is a valuable tool, just like email. However, it has a tendency, like e-mail, to become impersonal and non-productve. Asking someone to call you back doesn’t sell anything. If you try and give your prospect the next move…they won’t move. Instead, tell them what your next action will be, whether it is a call-back, a visit to their office, or a piece they will receive in the mail that you plan to follow up on with them.
My friend Jill Konrath has a great website on selling to large companies. Read her article on the compacency voicemail has added to our sales calls, and how we aren’t always ready when a prospect actually answers the phone. Click on the following link, or paste into browser. The article is called “Don’t Blow it When Your Prospect Answers the Phone.”
Use voicemail and email to help you you grow your business, but remember there is no substitute for personal sales contacts and sales calls.
Good selling!
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