"When people are ready to, they change. They never do it before then, and sometimes they die before the get around to it. You can't make them change if they don’t want to, just like when they do want to, you can't stop them."

~ Andy Warhol (American Artist 1928-1987) ~

Voicemail and why it beats you every single day!

Mistakes we make around voicemail in telesales and the problems that ensue...



A few thoughts for you on voicemail. The problem is you are all being a bit too lazy. We can all be this way and here is the answer or a good part of it.

If you imagine an old style hotel reception desk with a huge box of compartments in a big unit behind the check-in desk. That is traditionally where messages went and keys were kept for guests before telephones in rooms were introduced. If you are too young to remember then you will certainly have seen them in films. That was the equivalent of today's voicemail. Messages came in and was put in the box. It was picked up when the guest next came for his key and was either read and acted upon or read and discarded.

Same with your voicemail messages!

You are new to the client's and sometimes to the work and like me you are playing the short game first. The short game is phoning Ms or Mr Big or the name in front of you a few times and hoping to get through and make an advance. That is assuredly the short game and has some quick wins and many dead ends no matter how good your message. But ultimately it is the lazy game...as many calls go no further than voicemail where you either hang up or leave a message and 95% will not reply if it is a new business call.

It’s not working with most. That's just the way it is. It works with some but not most. So you give up or you get frustrated with a less than 5 % strike rate. Right?

The mistake we make is then continuing playing the short game. We just keep playing the short game, making those calls back to the voicemail machine like leaving messages in the hotel lobby for someone who is just not going to reply. And, with ever increasing frustration. Voicemail is now a screening device for most in many companies, they just are not going to pick up and we keep dialling like robots and simply waste our own time. The Big Boss just don’t care enough about you buddy! He really doesn't care how extra-screwy your screws are. He wants a quiet life.

So, stop and re-group. Stop the short game when it fails and start the long game. The long game is getting the receptionist to help you. How you do this Is for you to work out a strategy and run it past me. I do not do that for you. But you need to work out the best way through either to Ms or Mr Big's assistant or their PA or someone in their department. See this as a game of snakes and ladders. You need ladders not snakes. Gatekeepers are often snakes but some will certainly provide you with a ladder.

Stop the endless voicemail block. Only you can do this. Get some real enthusiasm going and call that receptionist back, every time and say you are getting nowhere with voicemail and enlist her help. A word of warning: Historically Gatekeepers are very much better at their job than we as salespeople are at ours. Don't try and trick them, don't be dishonest, enlist their help and do not antagonise them. You will be the richer for following this advice. On a percentage basis, the above method works better than any other voicemail strategy. It really does, so just do it and keep a record of your successes.

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