Do You Even WANT to Leave a Message?

That question comes up frequently as sales people and selling owners battle what’s become a major obstacle in their selling efforts—voice mail. While the question surprises me, my answer is always the same: Absolutely! Why? Well, let’s look at the factors involved in prospecting success…

1. Diligence: Voice mail (VM) proves that you are trying hard to get through. Multiple VM messages demonstrate your fortitude. Nine out of 10 reps leave one VM message and never call back. You can show just how different you are by leaving a message every time.

2. Professionalism: What a great opportunity you have to show off through a well-structured and well-delivered VM message. It’s an audition more than anything else.

3. Call Quality: Got something of value to say to a prospect? Prove it! Leaving a strong VM message, one that is the result of your pre-call research, is the perfect way to show that you aren’t so much trying to sell print, but rather out to solve problems.

4. Creativity: Be professional, sure, but don’t be afraid to have some fun and be remarkable, too!

Those who call and hang up without leaving a VM message are missing an opportunity. I don’t understand that thinking. There is a method to voice mail and even a template you can follow. Learn it, and the words will flow.

See four free webinar replays at Contact Bill at or call him at 781-934-7036. If he’s not there, leave a good voice mail. He’ll call back!

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
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  • Brew

    I agree. When I was working in Mergers and Acquisitions of printing companies,
    I could not bet a response from the owner of a Dallas printer. I left at least eight
    brief messages that were to the point. This was over a period of three weeks.
    Then, out of the blue I got a call from his attorney and a deal was made. My fee
    was over $150M. When I got my degree in Printing Management at Carnegie Tech, I learned to never give up until you get a final answer. Total time of my messages was not even thirty minutes! Not bad for $152,000.