Never leave your number twice; only sales people do that and it stops call-backs. Leave it a bit slowly so they can write it down.
Voice mail messages can’t overcome objections, answer questions, follow up on points … so don’t even dip your toe in asking your voice mail message to be a sales pitch; it will lose the deal for you.
Leave one voice mail (same one every time) a week for six weeks; if they haven’t called back put them down for a few months before you try again.
Never leave them enough information to make a decision. Never say, “we are an award winning widget company and ____” or “I’m the new rep in the area and I wanted to introduce myself” or “I’m following up because I know your contract with XYZ is coming due”. Not even, “I saw your 4Q results and I noticed an area where I may be able to help you reduce expenses by 12-18%. Can you call me so I can share that with you?”
If you leave them a decision to make they’ll almost always decide “NO” and then you’re done. No callback will be taken as you’ve already made the offer and they’ve already decided. “Why do they keep calling me? I know what this is about and am not interested.”
MOST companies don’t need your (or my) product. SEVERAL companies could take it or leave it. SOME companies need it desperately.
It’s in us to believe that everyone needs our product, but they just don’t. Starting with who doesn’t need our product helps us more clearly understand the companies for whom our product will make a huge, giant, amazing difference.
Move from “all the good things about us”
Go past “how you can use us”
Start talking about “without us your company will experience these unnecessary problems” / “you can know you need us when these problems exist”
Prospects understand you when you talk about the symptoms you fix not when you talk about why you’re a great company.
Narrow your perfect customer down to four ideal symptoms. If they A and B and C and D our product/service will make a huge difference for them.
What are A, B, C and D?
Now we need to know if your prospect is A, B, C and D.
Write great questions; really great questions.
I use the answers to score a prospect 0-10 on how much A (+B, C and D) they are. The higher the number the more I’m helpful.
Prospects have quality decision processes in place for very few products. They aren’t very good at buying.
We need to be great at teaching them how to decide to buy (or not) our product.
If we don’t it always comes down to price.
Cost = Price + Risk + Hassle – Trust
As you move through qualifying you evaluate the levels of risk, hassle, trust. If trust is low, risk is high, hassle is high the cost of your product is too high for a purchase.