Many salespeople view voicemails as a dead end, a place where leads go to disappear. They leave a message with little hope of a callback, relieved to avoid direct interaction and potential rejection. This approach, focused solely on numbers, often leads to frustration and minimal results.
However, a modern approach to cold calling transforms voicemails into a starting point for discovery. Instead of the final step, it’s the first step in a journey to locate the right person.
The goal isn’t aggressive selling but uncovering the prospect’s situation and being comfortable with any outcome. Embrace pressing ‘0’ to reach the receptionist, opening a dialogue based on seeking assistance.
Here’s a sample conversation:
“Hi, could you possibly help me? I’m trying to reach Mike and reached his voicemail. Do you know if he’s at lunch, in a meeting, or perhaps on vacation?”
This approach offers the receptionist a chance to participate in problem-solving, rather than just acting as a gatekeeper.
The receptionist might provide valuable information, such as, “He’s in a meeting and I’m unsure when he’ll return.” This real-time insight allows for a more strategic callback.
Alternatively, they might say, “I’m not sure where he is.” Respond with a low-pressure, “That’s not a problem…” and then inquire, “Do you know anyone nearby who might know his whereabouts?” This often leads to a transfer to a colleague who can assist.
If they still can’t help, reply with “That’s not a problem…” and ask, “Do you happen to have a paging system or his cell phone number?” If unavailable, politely thank them and call back later.
Does contacting potential clients on their cell phones feel uncomfortable? That hesitation stems from a sales-oriented mindset. Shifting to a client-focused perspective eliminates this fear.
By genuinely focusing on the client’s needs, you’ll find people more receptive. Navigate organizations easily by asking for help in a relaxed, non-intrusive manner.
If all attempts to locate your contact fail, leave a voicemail as a last resort. An effective cold calling voicemail might sound like this:
“Hi John, I’m hoping you can point me in the right direction. I’m trying to connect with the person responsible for issues related to unpaid invoices. My name is John Edwards, and my number is…”
By reframing voicemails as opportunities for discovery, you’ll be surprised at how often they lead to meaningful connections and open doors.