Sales Modeling

If you accept “time is capital” should you waste time leaving voice mails?

Of course, every sales model (you are unique) is different which may dictate phone vs. email vs. in-person.  However, keep in mind people buy from people and email is not especially personal.  In-person is most desirable, but you have to consider cost of sales.  Ultimately, you have to build rapport to move any deal forward and not many deals are consummated over email (sidebar: I am not a fan of Email Marketing strategies.)

Back to the question of voice mails…yes, leave a voice mail.  In fact, leave many voice mails.  More often than not multiple email messages (executed with professional integrity) to the same person will beget a returned call (i.e. positive results.)  A proper voice mail strategy enables savvy sales persons an opportunity to distinguish themselves and their company.  Subsequent voice mails can help establish “equal business stature” and impart knowledge and relevant experience.  Don’t get me wrong, your messages should be short and sweet; be concise.  If you sound the least bit desperate (i.e. used call salesman) you are done.  If you come across disrespectful, you are toast.

You will often reach the point where you must give up (trust your instincts) and accept “sales is synonymous with rejection.”  But, before you reach that point demonstrate professional persistence.  Leave voice mails which suggests you will keep calling until they return your call, but say it with humor and be light-hearted.  To your surprise and amusement this action will often foster a rapid response (returned call) with an apology and compliments to your tenacity.

I am skipping strategic subtleties, but you get the gist.  Be competitive; make voice mails a game where “losing is unacceptable!”