Escape Voice Mail and e-mail Purgatory

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 info@sales-solutions.biz