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Tired of being transferred to the assistant's voicemail rather than your prospect's voicemail? First, find the name of another executive at the company you are prospecting (i.e. Do a Google search or looking on the company's website under "Managment Team" or "About Us"). Secondly, call the main corporate number and ask to speak with this executive. The receptionist will probably transfer you to their assistant. Thirdly, once you get this assistant on the telephone you politely ask them to transfer you directly to your prospect (Use their first name rather than their full name. By doing this, it gives the impression that you know this person versus someone trying to sell them something). This technique works for many reasons, but one of them is the fact that assistant's are trying to protect their boss's time and not that of another executive. Many times these assistants are so flooded with work that they just want to get you off the phone.
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The previous tip can also be used to get a prospect's email as well. Once you get to the third step above you simply say, "(First name of prospect), I was wondering if you could help me for a minute, I'm trying to email (Name of your prospect) and I just want to make sure that I took it down correctly? Here's what I have (Insert here the email address), does that sound correct to you?
- If the assistant says that your prospect has no voicemail then there's probably a reason why they don't have voicemail. I would suggest not leaving a message (If the assistant is telling you that (he or she) doesn't have voicemail can you imagine how many other sales reps are calling in and leaving a mesage with the assistant?) and say the following: "Actually, my message might be a bit too long, if you wouldn't mind, may I get (first name of prospect) email?"
- If the assistant insists that their boss (your prospect) is not interested then try saying, "Can you put me on hold for a sec and ask (first name of prospect) if I can bring breakfast tomorrow for your entire office? Maybe, I could at least drop off some information and speak with (him or her) for no more than five minutes?
- If the assistant is a woman then send flowers (If the assistant is a male then go to Sharper Image and pick up a small ticket gift item) with a note saying, "I hope that I brightened your day, when I call (first name of your prospect) tomorrow maybe you can let me through so that I can speak with (him or her) about (Insert what your goal of the telephone call will be or the reason why you want to speak with he or she)."
- Never ask the assistant if your prospect has "voicemail" because that will signal that you really don't know their boss. It's better to say, "I'll go ahead and take (First name of prospect) voicemail, thank you!"
- After you state your name and the reason for your call ask the assistant, "Who do I have the pleasure to speak with today?"
- Once you have the name of the assistant make sure that you record their name in your sales notes. This way you make them feel important the next time that you call. Most sales reps know the name of their sales prospect, but don't even know the assistant's name!
- If you've been trying to reach your sales prospect for many months and the assistant offers to take another message then you could say, "I've been trying to reach (First name of prospect) for about (Length of time) and I hope that both of you admire my persistence, I really don't know any other way." (smile and then pause) The assistant will forward your message out of pure symphathy for you and the odds that you will get a call back will increase by the power of ten, how's that sound?
- Always be positive on the phone and make sure that you convey this positive energy over the phone. Many sales reps sound very boring on the telephone so your enthusiasm is a blessing for any assistant that takes your call!
- When the assistant says that you will never reach (First name of prospect) or that they are not interested you could respond by saying, "(First name of assistant), I'm not really sure how to proceed from here, if you were me would you keep trying or just give up?" (pause to hear how they respond)
- If you want to make sure that the assistant even took your message ask them to repeat your phone number.
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MR. COLD CALL SEMINARS - All rights reserved.
Behind The
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Mr. Cold Call is the
author of How To Have Fun Cold Calling, 50 Sales Openers to WOW your prospects and "113 Common Sales Objections, 182 Clever And Savvy
Responses." According to Mr. Cold Call, "Your cold call success
is dependent on 11 winning personality traits (known as your Telephone Persona
Of Success!)." Collectively, these traits allow you to uniquely market
yourself over the telephone so that you can inspire your prospect’s curiosity
and reduce their resistance. Are you interested in finding out more about Mr.
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