Should you leave a message?
Very often, when you are reaching out to prospects who've never heard of you before and you make an initial round of phone calls, it's essential that you leave a message. Frankly, if you don't, it's a waste of time. You may think it's not worth leaving a message, but that only makes sense if you think that leaving a message is about getting a call back. Don't expect that. People rarely call back these days, which is fine.
What's realistic is to leave a message as your first volley, your initial introduction to a stranger. Don't even think about them calling back. Next, you follow up with an email message that says the exact same thing as your voice mail. They may respond to that, but probably not.
Next, you call again and by now your name is familiar and they've heard your voice (and they can tell how nice and pleasant you'd be to work with -- all from the sound of your voice) and you're starting to gain some real estate in their mind. You still may not get through and they still may not call back but, unbeknownst to you, you are starting to create an impression. And that's the first objective.
Make sense?
Yay! Great advice for me. I'm just starting to get into the swing of cold-calling and researching companies I really want to work with. It's doing well so far, but this is definitely a good thing to remember.
Posted by: Dani Nordin | March 29, 2007 at 12:16 PM
Couldn't agree more. You are right on. I have used this exact technique and I really believe it works. Leave a brief VM that leaves a good impression. Never expect a call back, though you will leave your #. Follow up with a brief email. Try again a few days later. Stay positive, stay brief, and you'll gain some good real estate in their brain before you finally do communicate.
Posted by: Rob Crawford | March 31, 2007 at 12:17 AM
I LOVE voice mail; in fact I prefer to reach someone's voice mail the first time around than not! Why?? Because as Ilise aptly points out that first call is part of a process. You don't expect to hit gold the first time you connect with anyone ... but leaving a succinct, well thought out message puts you leagues in front of the competition. That way, when the next steps are taken - sending a follow-up email, then waiting a few days and posting a direct mail piece, and waiting a few days more ( about a week) and making the next phone call - you stay on the prospect's radar screen without being a pest. I made millions for past employers using this process, that all started with a cold call, so absolutely - leave a confident, strong and pithy voice mail!!
Posted by: Pattie Simone | April 03, 2007 at 10:01 AM
You know, Hollywood is famous for people returning calls when they *know* the recipient won't be there. Of course, it's done mainly for avoidance reasons, but there is a great thing about being able to leave a message when you wanted a no-to-low contact thing in the first place.
Posted by: Colleen Wainwright | April 03, 2007 at 03:48 PM
Very interesting. I never quite thought about it that way. I have gone back and forth regarding leaving messages. Now I definitely see a reason to.
This was my first exposure to your blog but I'll be reading more now that I know it's here!
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Posted by: Next | July 22, 2007 at 07:14 PM
Hi Rob, I just saw your “Leave a Message” blog on Linda’s MLM site.
I’m not sure how to blog or how I will know if you answer this…but….I’m interested in knowing the system you used in the follow-up of those cold calls you made so successfully. I’m using MS Outlook but I know there’s a better system for MLM er’s
My company has exploded with excitement and I need a super system. I have ACT too. What did you like best?
thanks so much,
Nancy Sustersic
888-609-5126
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I have gone back and forth regarding leaving messages.
Posted by: xocai | August 19, 2008 at 06:31 AM
I have gone back and forth regarding leaving messages.
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