Advice For Your Follow Up Calls

by 16 replies
Anyone that has ever done offline marketing knows that most of your business is done with your follow up phone calls. Just wanted to share some information that I have been implementing:

When following up with a new lead don't leave a voice message because:

1. Getting that sale now will depend on them because it puts the ball in their court to make the next business move.

2. This is your business not there's. Make sure your the one in control is you to put you in the best position to close a sale.

Hope that helps. Does anyone else not leave voicemails for new customers?
#offline marketing #advice #calls #follow
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  • Profile picture of the author Jon Martin
    Not sure if I would leave voice-mails if I was following up a direct mail campaign, but when I am doing cold prospecting I sometimes leave a quick message. I've actually gotten a few clients from this - ones of whom were already considering having their website revamped called me upon receiving the message and I've been able to manage a few sales through voice-mail.

    My theory is if you've already let it ring 10 times you might as well take another 5 seconds to leave a message. You never know. Not sure if I would do it with a follow up though - I would probably try calling back another day.
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  • Profile picture of the author RexMapes
    I would agree with OP. Too many times clients can have a strange misconception about something that is keeping them from going forward with your services. Leaving a message on a follow up can do little good and may actually cause the potential client to feel you are pressuring them without you having the opportunity to clarify the issue.

    On first contact I would say a message should definitely be left. Some contact is better than none!
  • Profile picture of the author chungacreative
    Sure you can leave a message and if you are having success with that keep doing that by all means. What happens when they don't call you back? Do you just keep calling and leaving messages?
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    • Profile picture of the author RussellMax
      Originally Posted by chungacreative View Post

      Sure you can leave a message and if you are having success with that keep doing that by all means. What happens when they don't call you back? Do you just keep calling and leaving messages?
      I would not be chasing the clients. Try to get ahold of them and talk to them on the phone don't leave voicemails.
  • Profile picture of the author rdxsumo
    I don't leave voice messages because everyone has busy life these days & some people don't even consider voice messages only the important one are taken under consideration. So its our loss in business. Thankyou for sharing useful information.
  • Profile picture of the author Jason Kanigan
    Leave a message like this...I get 2/3 callbacks with it:

    "Hi this is ____. Got a quick question for you about your business. It's 00:00 here (on the west coast/in the mountains/in the Sahara) and I'll be in my office until 00:00. My number is ###-###-####. Thanks."

    And when they call back, have your 3-second commercial ready, because they're gonna ask, "So what's this about?"
    • Profile picture of the author chungacreative
      Originally Posted by Jason Kanigan View Post

      Leave a message like this...I get 2/3 callbacks with it:

      "Hi this is ____. Got a quick question for you about your business. It's 00:00 here (on the west coast/in the mountains/in the Sahara) and I'll be in my office until 00:00. My number is ###-###-####. Thanks."

      And when they call back, have your 3-second commercial ready, because they're gonna ask, "So what's this about?"
      I have never tried that kind of approach. Thank you.
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  • Profile picture of the author meeka87
    Great tips!
  • Profile picture of the author jharri
    Thanks for the great advice. I am still a bit weary of the whole cold-calling/warm calling bit. I have been exploring different ideas...
    • Profile picture of the author chungacreative
      Originally Posted by jharri View Post

      Thanks for the great advice. I am still a bit weary of the whole cold-calling/warm calling bit. I have been exploring different ideas...
      If you are truly excited about what you are doing and your warm market can tell this (espessially if you aren't really an excited person usually) you will in most cases catch their attention.
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  • Profile picture of the author KristofferIM
    I never leave a message when I'm trying to close new business. If you haven't spoken to them before you need to get their interest, find the need, anwer any objections and closing the deal.

    A voicemail won't do that.

    Call back later and talk to them instead! Works a helluva lot better for me.
  • Profile picture of the author misterme
    I never leave information on a message. You have to leave them a reason to call back.
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  • Profile picture of the author Anthem40
    Most of the time I leave a message that contains the exact same thing as what Jason listed. Works very well.
  • Profile picture of the author Mwind076
    For me it all depends on the campaign I'm calling for. If I've made 2-4 calls to get the DM on the phone then I WILL leave a VM, and it'll sound like this.

    This is Melissa with _____, I'd like to talk to you for a moment, please give me a call at _______.

    Yes, they don't call back...however, this gives me an in when I talk to the assistant again, or when I DO get the DM on the phone to say "I left you a VM the other day/last week, and didn't hear back from you, so I wanted to try to catch you on the phone since I'm sure you're just busy. I'm so glad I did...do you have a few minutes?"

    MOST of the time, they just go into a conversation and are apologetic that they didn't call me back since they are busy.

    I DO NOT leave VM's for everyone, on every campaign, but there are those that qualify because I know they are hard to reach and this gives me the in.

    Leaving a VM for everyone is a waste of time, but for those like I described above, it works and only takes 15 seconds of my time.

    Edit: I also DO NOT leave more than one VM...but I do put them into a CB category, just not one that is high up.
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  • Profile picture of the author Ashwin83
    Any tips for when you're actually talking on the phone following up?

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