Not Getting Your Phone Calls or E-Mails Returned?

You just had a great meeting or phone call with a new prospect: Things seemed to go very well and you agreed to speak or meet again in a few days or the following week. You call or e-mail — once, twice, three times: no response. What do you do? While there are no guarantees that your colleague hasn’t permanently disappeared into the Bermuda Triangle of lost prospects, here are some ideas that may help elicit a response. Note that all e-mail and voice mail responses are in sequence.

VOICE MAIL

Before we get into the issue of leaving a voice mail, take note of a brief dialogue you might want to have the first time you speak with a prospect on the phone, just before you end the call (I call this the “avoid disappearing” scenario):

Salesperson: Jim, could I ask you one last thing?

Prospect: What is it?

Salesperson: Jim, I don’t think this will happen with you. But I have a lot of people who, after this conversation, get all excited, but when I try to call them back they disappear. Can we agree that you won’t disappear? That even if you decide not to do business with me, you will let me know promptly?

Now, on to leaving an actual voice mail message. There are two important issues when leaving voice mail. The first is when to leave a voice mail (after how many calls) and the second is what kind of voice mail will get you a call back. The first issue is important since you are making an effort to call. I don’t believe you should give up on the first call and leave a voice mail. You should make at least two or three attempts before you leave a message. Also, remember: Talk slowly when leaving a voice mail.

For a variety of reasons, you do not want to come off as a fast talker!
As far as what to say, below are some voice mail dialogues for various scenarios.

Referral Voice Mail

Call: Bruce, Jeremy Rawitz. I talked to Joe Smith; he suggested that I give you a call. He thought it would be a good idea to have a conversation. I look forward to your return call. I’ll let Joe know that I’ve initiated the call with you (creates accountability for the prospect).