A Three Step Voice Mail Challenge

Everyday each of our Sales Pros have to leave VOICE MESSAGES for future business clients. At best it frustrating and at worst it is more frustrating.  This article gives you a three step challenge on a new way to handle prospecting in a time of endless voice mail.  If you have Mr. or Ms prospect who never returns your voice mail, what do you have to lose?

Mel

If you work in a professional services firm or sell B2B products, you need to be prospecting on a consistent basis to ensure your sales funnel is strong.
When making those calls to new leads, it’s not uncommon to hear dejected sales professionals complain that all they get is voicemail and the prospect never returns their calls.
It’s important not to get too frustrated because, no matter how successful you are, you’ll have to deal with voicemail most of the time. But what makes the difference between good sales professionals and great ones is how they use voicemail to their advantage.
Below is an exercise in how to use voicemail to build suspense! Use this exercise for the week when prospecting and see how well it works. It’s designed to be run from Monday to Friday.
Step 1. Leave a succinct message that requires no action from prospect or lead
Example: “Hi Enrico, its Shawn from company XYZ. Sorry I missed you. The reason for my call is because Arlin at company ABC suggested that I get in touch with you about what we were able to accomplish at his company that helped drive more leads to his sales pipeline. I will call you back Wednesday at 4 p.m. to try and connect. Talk then.”

The objective of this first message is to just let them know you called. There’s no reason to leave a phone number or talk about your company. Your first message shouldn’t require any type of action on the part of the prospect/lead. You’re the one who is making the commitment to reach back out – the onus is on you.
Step 2. Leave a succinct follow up message
As promised you need to follow up at the time you suggested. If you get the prospect/lead’s voicemail again, leave them another short message but this time leave them with a teaser – something that compels them to want to talk to you! Again, don’t put any action on them, this is your second call and you want to keep it short and compelling. Just commit to calling back again.
Example: “Hi Enrico, it’s Shawn from company XYZ calling. As promised on Monday, I would reach back out to try and connect. Sorry I missed you.
Arlin at company ABC thought it would be a good idea for us to connect so you can learn more about how we were able to help them increase sales leads within six months of kicking off our program. I will try you again on Friday at 8 a.m. Talk soon.”

Step 3. Leave a third and final message for the week if the prospect/lead doesn’t pick up the phone for a third time
“Hi Enrico, it’s Shawn from company XYZ. I promised that I would reach back out today at 8 a.m. Sorry I missed you. It’s too bad we haven’t had an opportunity to connect yet. Perhaps you’re busy developing your next company marketing program or maybe I’m just picking the wrong times to reach you. Why don’t you give me a call at ###-###-#### and if I don’t hear from you next week, I will try again shortly thereafter.”

My challenge to you
This simple three-step voicemail strategy has been field tested for many years with a number of sales professionals as part of a program I run. So I know it works, but in case you’re not able to break through after one week of calls (which happens often as well) don’t stop prospecting.
If you go past the three days, continue to call, but drop it to twice a week. In those calls share specific benefits from your engagement and bring them ideas on how you feel you can benefit them. Your goal is to continue to educate, compel, and intrigue them over voicemail.
Some of the most successful and profitable businesses I know use this approach repeatedly. Just don’t be so quick to give up. Have some tenacity!
Ryan Caligiuri is the president of Ryan Caligiuri International, a consultancy focused on driving revenue growth through creative growth strategies for professional services firms.

It might be “THE IDEA” that works!  I am going to give this a try, cause I have nothing to lose except a couple of phone calls. Mel,

Managing Stress

Stress impacts each of our lives in so many different ways.  Often we are not even aware that we are being driven by a stressful situation.  One of the first things to do is to understand the Stress and then take steps to nullify its impact on our lives.  The article alludes to stress like a glass of water. If we hold a 10 ounce glass for  10 minutes no problem.  If we hold a 10 ounce glass of water for an hour our arm starts to get sore.  If we hold the glass for a day they will need to call the paramedics.

So it is with stress, eventually we will not be able to function if we do not get some relief.  The article suggests that you put it down occasionally and definitely not carry it  into the evening.  Put it down and if you need to pick it up tomorrowmorning.  However, when you start to understand the stress, each time you do this, you will pick up less of a burden

Mel

Managing Stress only comes after
Identifying the cause of the Stress
A young lady confidently walked around the room while explaining stress management to an audience; with a raised glass of water, and everyone knew she was going to ask the ultimate question, 'half empty or half full?'..... she fooled them all...
 "How heavy is this glass of water?" she inquired with a smile.  Answers called out ranged from 8 oz. to 20 oz.
She replied, "The absolute weight doesn't matter.
It depends on how long I hold it.
·         If I hold it for a minute, that's not a problem.
·         If I hold it for an hour, I'll have an ache in my right arm.
·          If I hold it for a day, you'll have to call an ambulance.
In each case it's the same weight, but the longer I hold it, the heavier it becomes." She continued, "And that's the way it is with stress. If we carry our burdens without setting them aside, sooner or later, as the burden becomes increasingly heavier, we won't be able to carry on."
"As with the glass of water, you have to put it down for a while and rest before holding it again.  When we're refreshed, we can carry on with the burden – because you have identified the stress, each time you put it down and pick it back up again, it will become easier with each session.  Regardless of your stress, don't carry it into the evening.  Put it down and if you have to, pick it back up tomorrow. You may also find that you do not have to pick up as much of your burden now that you have identified it and are working to better manage the stress. Whatever burdens you're carrying now, set them down for a moment. Relax and then pick them up later after you've rested. 
Life is short. Enjoy it and the now 'supposed' stress that you've set down or maybe conquered!"
Always keep your words soft and sweet
Always read stuff that makes you feel good during and after
Drive carefully... It's not only cars that can be recalled by their Maker..
If you can't be kind, at least have the decency to be vague
If you lend someone $20 and never see that person again, it was probably worth the investment.
Nobody cares if you can't dance well. Just get up and dance.
God does provide for each bird, but he does not throw it into their nest.
The second mouse gets the cheese.
When everything's coming your way, you may be on the wrong side of the pathway.
Birthdays are good for you:
·         The more you have the longer you live
·         If it was not for birthdays, one day you would be dribbling your pabulum all over your gray cardigan and not  know why
·         If it was not for birthdays, One day you would find yourself in the basement with no memory of why you are there. With Birthdays you know that you are 95 and can’t remember! 
Some mistakes are too much fun to make only once.
 We could learn a lot from crayons. Some are sharp, some are pretty and some are dull.  Some have weird names and all are different colors, but they all have to live in the same box.
 A truly happy person is one who can enjoy the scenery on a detour.
Have an awesome day
And know that someone has thought about you today.
SAVE THE EARTH….IT IS THE ONLY PLANET WITH CHOCOLATE