nonLinear Selling Presents:THE MINDSET PRINCIPAL

When cold calling or calling referrals, we as sales professionals sometimes struggle with whether or not to leave a voicemail message or simply hang up, and try again later. 

The answer, once again, comes down to having the right mindset.

I have a personal philosophy of never leaving a voicemail message unless I've made every attempt to reach the person I've chosen to make contact.  And, this simply doesn't mean calling back several times over the course of a week at different hours of the day.  I mean really making every effort to make contact with the prospect.

For example, the instant I hear an outgoing voicemail message, I immediately press '0' for the receptionist.  I liken this reaction to a sort of Pavlovian response, if you will.  Afterall, one of their primary responsibilties is to direct calls to their intended destinations; it's their job.  Knowing this, I enlist their assistance.  I approach this scenario from a position of humility and graciously ask for their help by saying, "I'm sorry to trouble you, but I've made repeated attempts to contact John Keystone and I keep getting his voicemail.  Would you happen to know if he's in the building or whether he's travelling?"

This is a wonderful opportunity to determine if he's even in town.  If she responds by indicating that he is, indeed, in the offices, I then ask for either a cell phone number OR an email address by saying, "I see. Well, what would you suggest would be the best way to reach him direclty?  Would you happen to have either a cell phone number or an email address for him?" 

You would actually be amazed as to how many times I've obtained cell phone numbers for decision makers not to mention their email addresses using this approach.  And why?  Because my approach, stemming from the right mindset, is pressure-free and I come from a position of humility looking for assistance.  My mindset is one of establishing a dialogue with the person I've chosen to contact, and NOT TO SELL.  My only objective is to determine whether or not there is a "fit" between any problems or issues the prospect may be having and the solutions I have to offer.   By doing so, I create an atmosphere where asking questions becomes perfectly acceptable.

At the point I have been absolutely unable to reach the person, I then and only then leave a voicemail message using an approach (http://www.nonlinearselling.com) based on opening a dialogue rather than "selling",  and immediately send an email based on the same approach.  By using this two-pronged approach, I enhance, to a significant magnitude, the response rate and, in fact, the actual results are dramatic.  The number of returned emails, phone calls and call-backs I get always surprise me!  I am then in a position to open a dialogue and start the discovery process. 

Where my peers are "Chasing" clients, I am, in fact, making contact with them, setting appointments, and making my sales.  My colleagues keep asking, "how do you actually reach these people!?"

My answer:  "I don't just leave a voicemail." 

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