I learned a couple of valuable lessons today during a semi-regular meeting with a Colleague. We try and meet for breakfast every couple of months and share ideas and contacts. This morning's meeting was particularly valuable. I shared an idea with him and he shared one with me. Both of us went away feeling refreshed and ready to tackle another day.
I have had two customers in the past week tell me that they would not want to be salespeople in today's market. When I asked them why, they both said that they are getting at least 4 Cold-Calls per day from desperate salespeople looking for business. They also said that they don't respond to any of them and have stopped answering their phones. (no wonder I can't get anyone on the phone these days).
When I raised the issue with a good friend and respected colleague this morning, he suggested a great technique that I plan on implementing immediately. His name is Dave Baxter and here is what he suggested.
The 24-Second Voicemail
1. Come up with a unique opening line. Be direct and tell your prospect that this is a sales call, but that your message will only take 24 seconds. Don't tell them your name yet. (8 Seconds)
2. Read and research the prospects News Releases and Filings ahead of time and look for Risk Factors. Tell the prospect in your voicemail that you have an idea that addresses the Risk or Issues you discovered in their filings and News Releases and that you would like to share your idea. (8 Seconds)
3. Now tell the prospect that you will be calling in 3 days to discuss your idea and set an appointment to dive deeper. Leave your name and number in case they want to contact you sooner. (8 Seconds)
Make the call on the day you promised. I look forward to giving it a try and will write about it.
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