Farquharson/Tedesco on Business Development: Do/Don't Leave That Voicemail
Consider this scenario: You call on a prospective customer. She looks over at the Caller ID and sees your name, but does not pick up. You choose not to leave voicemail, but you have still left a message. You have told the prospect that you have nothing of value to say, that perhaps she is just a name on a list that you bought, and that you are just another sales rep. The next time you call and she sees your name on her screen, she will remember all of these negative messages. Is that really what you wanted to say? Is that the impression you want to leave?
OMG, no! Don't leave Voicemail. Are you nuts? You are seriously considering leaving a voicemail message? Really? Why bother? Your odds of getting a call back are just slightly better than being handed a Purchase Order by a stranger while walking down the street; a teenager saying, "Let's do something tonight that the whole family can enjoy;" or the same number of socks coming out of the dryer that go in. It's a waste of time and energy, and there is absolutely no benefit whatsoever.
Ever heard of Caller ID? They know that it's you. They know that you've called. If someone wants to call you back, they will, especially if you are calling someone under 30. Caller ID already records all the information necessary. Nothing that you say in a voicemail message is going to yield the desired response. Is it truly your expectation that a prospect will be so motivated and inspired so as to pick up the phone and call you back? Hang up and try again later. What matters is diligence, not some babbling message about how much money you're going to save them.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.