6 Simple Tips to Get Your Calls Returned

Telephone-LondonThere is good news and bad news. First, the bad news. Recent marketing research has found that up to 40% of outbound calls made by salespeople end up in voice mail :(

After talking with hundreds of Weekly Sales Tips subscribers, I have learned that number is actually closer to 50% or 60%. And . . . most voice mail messages left by sales reps are not returned. (Very discouraging for salespeople.) This was especially true because of last winter’s fierce snowstorms resulting in traffic problems and empty offices.

Now the good news – yes there is good news!

We may need to dial more numbers, but we CAN get our calls returned. Read what Steve Sheffield in Vancouver, Washington wrote:

“I jotted down a short voice mail message to leave for a customer I have called 4 times in the last 2 weeks with no reply and she called me back the next day!

More about Steve’s voice mail success later.

Think about this: The first goal of a voice mail message is to get the call returned or, ultimately to result in a live conversation, so . .

. . . . Get Rid of Wimpy Words! Forget about leaving those wishy-washy messages like “please call me back if you have any questions.” Wimpy words with no call to action do not get results.

What action do you want them to take?

1.) Know what you want as a result of your voice mail message. 6 Simple Tips To Get Your Calls ReturnedWrite down in one sentence what action you want the listener to take.

2.) Organize your message so that you state the most important and attention-getting information first, since you may be cut off at any time. Include BENEFITS for the listener.

3.) Speak clearly and not too quickly. Pronounce your first and last name clearly, spelling your name if people may not recognize your name. The person you are calling could become annoyed if they have to spend time replaying the message because they could not understand it.

4.) State your telephone number twice: once at the beginning of your message – after your name and company name – and again at the end of the message. This makes it easier for the prospect to return your call.

5.) Be a name dropper. (This great tip is from urbachletter.com)

If somebody referred you, that person’s name should be one of the first things out of your mouth, even before you fully ID yourself: “Jane, I was referred to you by Barney Rubble. This is Fred …” Starting off this way will ensure your entire message will get listened to. If you don’t have a known person’s name to use, the next best thing is to reference an organization you have in common: “I’m also a member of the Bedrock Chamber of Commerce …”

6.) Prepare and rehearse your voice mail message. Reason: If you leave a bad message, you’re stuck with it, and . . . your voice message is being recorded and can be forwarded to others.

As promised, more about Steve Sheffield’s voice mail success:

“Ann, thank you for what I would consider the best ROI percentage that I have ever experienced in 18 years. I downloaded your books and read just 3 pages in your Voicemail Tips, jotted down a short message to leave for a customer I have called 4 times in the last 2 weeks with no reply and she called me back the next day!” – Steve Sheffield, Southwest Office Systems Vancouver, Washington

On-Site Interactive Workshop/Seminars

“I had the opportunity of attending Ann Barr’s sales seminar two years in a row.  I can unequivocally say that this is THE course to take.  I have been to other courses but I feel that they pale in comparison.  This training is invaluable and I have become very successful with Ann Barr’s methods.” – Shelley Sterling, Burlington, Ontario

On-Site Interactive Workshop/Seminars:

Minimum: 10 Participants – Maximum: 20

  • Two Days:  $995 per person USD + expenses
  • One Day:  $795 per person USD + expenses

To find out if an on-site seminar fits your situation, contact me and I’ll get back to you as soon as possible.

Private Coaching

I’ve helped thousands of customer service and sales people in the U.S. and Canada gain more trust in the eyes of their prospects and increase sales. Why do I do this?

Because I remember struggling through those days, weeks and months in my first sales career.

Years ago, after being hired for my first sales job I knew I would be required to make cold calls.

A terrifying thought at the time.

The first day I was scheduled to make pro-active cold phone calls, the manager sat next to me, listening to every word I spoke.

Was I nervous?

Absolutely.

I still remember the feeling of butterflies in my stomach and sweaty palms while I was dialing the phone.

I wasn’t sure I would be able to speak.

Somehow I made it through that first call.

With practice and through trial and error, my confidence and sales increased and I became the manager of my department – a department that had a higher employee retention rate than any other department in the company.

This is the reason I do what I do.

I love helping new customer service and sales reps through the process of making pro-active outbound calls that produce positive results. I am passionate about working with experienced sales people who want to build trust and eliminate rejection during telesales calls.

Does it work? Read what clients say about working with me.

It can be frustrating and stressful to begin making phone calls to strangers, especially when we think we might be rejected.

But think about this:

If you are experiencing rejection on your sales calls, you will learn that it’s probably not your fault.

It might be the fault of the selling approach that you are using.

Some people call it telephone marketing or worse: “telemarketing.”

I like to call it “connecting with your future loyal clients” because . . .

. . . making cold calls does not have to be a painful and frustrating experience.

It can be a smart way to build credibility with future clients + increasing your sales and profits. Yes, really.

Intelligently crafted opening statements let people know how you can help them without turning them off and making them want to reject you and hang up.

A well-developed introductory statement attracts interest and attention and gives you credibility – without making you feel sleazy.

To find out if my coaching and training fits with your situation, call me at 757.463.0924 or send me an email and I’ll reply to you as soon as possible. I look forward to hearing from you!

5 Cold Calling Mistakes

Watching a business associate listening to a cold call prompted this article.

When the phone rang, he picked it up and listened.  After what seemed like 30 minutes of listening (it was probably only five minutes, but still too long) he finally said: “I don’t need any” and hung up.

Whoever phoned him was obviously just reading a script and talking about whatever products he wanted to sell.  Borrrring. :(

5 Cold Calling Mistakes + Tips to Keep the Prospect Interested

Mistake #1. Not researching the prospect and business you are calling.

Tip:  Do some research on the prospect and her/his company before you call.

Spending a few minutes on research will yield big results.

Otherwise s/he will know that you are just “smiling and dialing” randomly.

It’s so simple these days to obtain good solid information on a prospect prior to picking up the phone.

Google the prospect’s name or check LinkedIn.com and you can get really useful information.

Mistake #2. Not Asking questions.

Tip:  If you take the time to ask questions to find out what the prospect needs and what is important to her, you will get honest answers.

If you don’t bother to ask these questions, how can you uncover needs and pains?

How can you try to sell something when you don’t even know what the prospect needs or wants?

Without asking questions, it sounds like you’re just in it for the sale, your quota and your paycheck.

Asking questions the right way prompts a conversation instead of a monologue.

Open-ended questions keep the prospect on the phone with you longer. It works like magic.

Mistake #3. Not Listening to answers.

Tip: If the prospect has something to share, stop talking long enough to listen.

Really listen, don’t just hear the words.

Mistake #4. Don’t say you “will be in the area.”

There is nothing worse than hearing those words from a cold caller.

That sales technique went out in the 80′s.

It is one of the fastest, most effective ways to induce a hang-up in record-breaking time and shut down the call.

Tip:  Be honest and ask to set up an appointment if there is any interest.

Mistake #5. Not using the prospect’s name.

There’s no sweeter music to the ears for most people than the sound of their own name.

Tip:  Don’t use his name too often because you will sound like a pushy sales person.

Remember that we are all subconsciously conditioned to respond with openness to our name and a question.

If these tips are useful to you, get effective  email updates weekly-ish!

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Our e-book will give you a back-up marketing plan to attract new business and stay in touch with current customers by email or direct mail.

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What People Are Saying

“There are 12 people in my agency and all of them deal with the public one way or another. I have purchased several of Ann Barr’s e books and I do not know how we managed without them. The marketing, sales letters and sales motivational ebooks we use daily. I also receive the weekly sales tips and pass them on to everyone in the office. I would recommend Ann Barr to everyone in the business field, her information touches everyone.”

Jill Whelton, Office Manager
American Insurance Brokers
Greater New Orleans area

“I have always used and recommended Ann’s e-books for the past 15 years. I always seem to find something new that works every time I review or introduce them to the companies I’ve worked for. You should check them out and buy them all.”

Craig Faczan,
Strategic Major Account Consultant at SoCal Office Technologies
and Global Imaging Systems (A Xerox Company), Los Angeles, California

“I have achieved an IMMEDIATE ROI leveraging Ann Barr’s best practices in the following areas: Prospecting – telephone, email and marketing blasts, how to identify all opportunities within an existing account, communicating with the “C-level,” differentiating my solution vs. the competition in a concise manner. She is the best resource in the industry!”

Chris Gallagher,
Founder and Managing Partner,
Cartridge World, Chicago

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