There’s a particular decision maker you’ve been trying to reach for weeks…although you’ve tried him at all different times of day, you keep getting voicemail, as you do with 90% of the other sales calls you’re making…it’s hard getting thru to prospects, especially since the invention of voicemail. And we’re so used to reaching voicemail, that we’re liable to be caught off guard when the person we’ve been trying to reach actually picks up the phone.
I know this has happened to me, and it’s downright embarrassing! If this sounds familiar, you’ll probably enjoy reading Selling to Big Companies Jill Konrath’s recent post. Here are Jill’s suggestions on what to do instead of losing your cool:
"1. Keep it simple. After you say your name, it helps if the next sentence you say is the same for both your voicemail and an actual conversation. That way your brain won’t freeze.
2. Focus on business. Corporate decision makers hate peppy, enthusiastic people who can’t wait to share things about their product or service.
3. Develop a provocative question. You want to engage the decision maker in conversation as quickly as you can.
4. Check to see if they’re busy right then and there. If they’re distracted, you’re wasting your breath.
5. Don’t focus on being nice. Instead, focus on being a business professional that has something valuable to say.Most of all, plan ahead. You know how seldom someone actually picks up their phone. This is the opportunity you’ve been waiting for. Make sure you put your best foot forward."
Hope you find it useful.
Susan Martin, NYC Business and Sales Coach (and sometimes phumpherer)
