It’s a good bet that more than three-quarters of the time you are rolled into voicemail when you call someone. Such is the business world today. In his blog post today,
Keith Ferrazzi shares a few ideas that might help you leave a message that will get you a callback. After all, that’s what it’s all about, isn’t it?
He calls his process “warm calling” (as opposed to cold calling): a friendlier way to engage someone you’ve never met. His rules apply both to live calls as well as voicemail messages. And even in person.
1. Convey credibility by mentioning a familiar person or institution that connects you. If you don’t have one – find one!
2. State your value proposition: How will interacting with you help this person?
3. Impart urgency and convenience by being prepared to do whatever it takes to meet the other person on his or her own terms.
4. Offer a compromise that secures a definite follow-up at a minimum.
If you can’t easily develop an approach to this prospect with the information you already have, then you probably aren’t ready to make the call! The rules only work if you use them correctly and being ready must come first! Like the old saw “You only have one opportunity to make a first impression” is at work here, so don’t blow it by skipping a step.
And a final word: My personal pet peeve is a voice message that runs past about 15 or 20 seconds. To avoid a run-on message, outline the key points for the call before dialing the phone. That way you won’t stumble around…regardless if you roll into voicemail, or actually connect with the prospect.
If you have something of value for the client, and follow these rules, you’ll succeed more than you will fail. Keith (and I) I guarantee it!
I have an answering machine in my car. It says, "I'm home now. But leave a
message and I'll call you when I'm out." -- Steven Wright