6 Reasons Why Sales Prospects DO NOT Call you back!
by Mr. Cold Call
Your Offer is not Compelling
What this means is that your prospect has determined that your voice mail message carries no value to them. There is no overt benefit or solid reason that motivates a return telephone call. To receive an immediate callback from your sales prospect you need to create enough interest and you do so through answering the one question in every prospect's mind which is: "What's in it for me?"
Sound of Your Voice
In 1967, communication researcher Albert Mehrabian, found that 93% of our communication is non-verbal (body language and the tone of your voice) and only 7% of our communication is verbal (the actual spoken word). What does this mean when you're leaving messages for your sales prospects? This means that you need to consciously place more emphasis on how you sound over the telephone.
Length of Your Voice Mail Message
Remember that your message is just one of many "other” messages. Any voice mail message greater than 30 seconds puts you at risk of message deletion. In this case, less really means more so make sure that your messages are short and to the point.
Misplaced Your Phone Number or Incorrectly Wrote It Down Wrong
As a result of not expecting your cold call, your prospect may just write down your information on a piece of paper for a future callback. In time, the paper they detailed your information on becomes part of another stack of cluttered papers and a return call is less likely. The other possible reason for not returning your telephone call could be that your prospect may have inverted your telephone number OR they may written your number down wrong because you did not repeat your telephone number.
Wrong Decision-Maker
One of the most common problems that salespeople face when telephone prospecting is they're contacting the wrong decision-maker. Your best rule of thumb is always the following: “Always begin your prospecting efforts at the top of the executive chain.”
Lowest-Level of Priority
Let’s face it, you’re not the highest priority on your prospect’s “To do list.” Your voice mail message may get deleted just because they have another more important task OR because they are expecting a message from someone more important (in their eyes) than you. How do you become a priority? One way is through something called PERSISTENCE.
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is a worldwide sensation and claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include:
For more information on Mr. Cold Call™ and to sign-up for his free weekly cold calling tips visit www.mrcoldcall.com
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