Farmiloe's Tips on How To Get a Prospect To Return Your Call

Want some sales coaching suggestions on how to get a prospect to return your phone call? Here are my Top 10 suggestions...

1.  Research the company on the web before calling. Understand what their business is and what the challenges they face in their industry.

2.  Google and LinkedIn the key decision maker. Find out about him or her. Have they been promoted, singled out in their industry?

3.  Talk to the gatekeeper. Find out the key decision maker’s schedule. Do they come in early, stay late? What time of the day do they normally return calls? Make friends with the gatekeeper.

4.  Script your voice message before you call. It is a free commercial.

5.  Listen to the prospect’s greeting. Really listen. It may give you a hint into their personality style. If they say “leave a detailed message” then they are likely detail oriented. If they are abrupt, they probably just want the bottom line.

6. Don't leave a voice message longer than 20 seconds. The shorter the better. 

7.  Make sure there is a “hook” on the voice message. A hook is a compelling reason that will motivate them to return your call. There are really only two hooks: 1) lowering their cost, or 2) increasing their profits.

8.  Answer the “so what.” The prospect will listen to your message with a “so what” face. What’s in it for them?

9.  Use phrases such as “we have a proprietary system” rather than generic promises such as “we can save you money.”

10. If you leave 3 voice messages and they don’t call you back, so what? Try again. Be persistent. Or try an email to reach them. Notice I am suggesting that you try calling before you send an email. Calling is becoming a lost art.