Telesales Tips | Telesales Coaching

Should You Leave A Message?

Research shows that those who regularly telephone prospects may benefit from not leaving voicemails for people whom they fail to reach.

This applies only to those of you who regularly set aside time for telephone prospecting -- and goes to the issue of whether it's better to use some of that P.B.B.T. (Precious Business Building Time) to leave a voicemail message, or to move on and call the next prospect.

The data concentrated on telemarketers specifically, that is, people who spend all day calling prospects.

What we have learned though, is that most business people have a problem in that they do not regularly schedule time to prospect.

If you have only a limited time for calling, and you have identified a list of prospects with whom you would like to be closing business, consider the methodology we recommend:

• Call the prospect and leave a respectful, short voicemail.
• Wait 24 hours for the prospect to return the call. If no response...
• Call again and leave a 2nd voicemail.
• Again, wait 24 hours (approximately) for the prospect to return the call. If no response...
• Call a 3rd time and leave a 3rd voicemail

If you have received no answer to 3 voicemails left approximately 24 hours apart, assume the prospect has no interest.

If you are very intent on reaching this prospect, write an e-mail -- perhaps in large size type -- saying that you are sorry to have missed him/her and are requesting that he/she telephone you.