| How to Make Cold Calling Opportunities out of | | | | being able to answer your question. You |
| Voice Mails Turn voice mails into a cold | | | | can then continue with, "Would you happen to |
| calling journey of discovery Most people | | | | know anyone whose desk or office is near him |
| who still use the traditional cold calling | | | | or who works in his area who might know where |
| mindset look at voicemail as a dead end. | | | | he is?" Again, you're offering another |
| They say to themselves, "Oh well, I may as | | | | option for solving the problem. In many |
| well leave a message and hope he calls me | | | | cases, the receptionist will then transfer |
| back." This almost never happens, and we | | | | you to a colleague of your contact who can |
| know it. However, we're often so relieved | | | | help you determine his or her whereabouts. |
| not to have to talk with someone, that we | | | | The receptionist may also reply, "No, I |
| leave a message anyway. We avoid dealing | | | | don't know anyone in his area." You would |
| with another person's potential negative | | | | then say, "That's not a problem…" and |
| response to us, just as we avoid being | | | | offer, "Would you happen to have a paging |
| challenged by the receptionist. By the | | | | system or his cell phone number by any |
| time the day is over, we might feel good | | | | chance?" If the receptionist replies, |
| because we've played the "numbers game" and | | | | "Sorry, we don't have those," then at that |
| made many calls. However, our productivity | | | | point you can say, "Thank you very much. I |
| has been minimal. Over time that can make us | | | | really appreciate your help. Then hang up, |
| feel frustrated by our experiences in cold | | | | and call back another time. Does your |
| calling. With the new approach to cold | | | | stomach clench up at the idea of paging |
| calling, voicemail is an opportunity for | | | | potential clients or calling them on their |
| discovery. It leads us beyond voicemail. | | | | cell phone? Are you thinking that you can't |
| Voicemail becomes a starting point for you to | | | | cold call people that way because they might |
| begin the process of locating the person | | | | reject you? That fear is only to be expected |
| you're trying to contact. Our objective is | | | | if your agenda is to sell something to the |
| not to pursue people to make a sale in this | | | | person….in other words, if you are |
| new way of cold calling. It is to uncover | | | | still using the traditional sales mindset. |
| the truth of their situation and to be okay | | | | However, once you master the new cold calling |
| with the outcome, whether it's a "yes" or a | | | | perspective, you'll feel comfortable calling |
| "no." Therefore, we can begin to feel | | | | anyone, any time, using any mode. As |
| more comfortable hitting "0" when we get | | | | long as you're 100 percent focused on your |
| someone's voicemail because we then have an | | | | potential client's world, you'll find that |
| opportunity to go back to the receptionist | | | | people will be receptive to you. You can |
| and begin a dialogue based on asking for | | | | easily navigate throughout an organization |
| help. Here's how the dialogue might go: | | | | with the type of dialogue described above, |
| "Hi, maybe you can help me out for a second? | | | | because you're asking for help in a relaxed |
| I'm trying to get hold of Mike and I got his | | | | manner and you never put anyone on the spot. |
| voicemail. Would you happen to know if he's | | | | Suppose that your efforts to locate your |
| at lunch, or on vacation, or in a meeting by | | | | contact in this way fail. At that point you |
| any chance?" Here, you aren't just | | | | can leave a voicemail, but it should always |
| asking to find Mike. Moreover, you're | | | | be your very last option. Here's an example |
| providing possible solutions to finding Mike. | | | | of an appropriate cold calling voicemail: "Hi |
| This helps the receptionist feel as if he or | | | | John, maybe you can help me out for a second? |
| she is part of the problem-solving process. | | | | I'm not sure if you're the right person or |
| The receptionist is likely to offer one of | | | | not, but I'm trying to reach the person |
| two responses. The first is, "Yes, he's in a | | | | responsible for reporting problems about |
| meeting (or at lunch or on vacation) and I'm | | | | unpaid invoices. My name is John Edwards, my |
| not sure when he'll be back at his desk." | | | | number is…" Try this way of |
| This answer has just given you a lot more | | | | approaching the situation of voice mails, and |
| information than you would have if you had | | | | you'll be surprised and pleased at how often |
| just left a voicemail. Now you know your | | | | it becomes a highway instead of a dead end. |
| contact's whereabouts in real time and you | | | | |
| can call back at a more appropriate time. | | | | --------------------------------------------- |
| The second response is, "No, I don't know | | | | --------- Ari Galper, founder of Unlock The |
| where he is." In this case, you would reply, | | | | Cold Calling Game, makes cold calling |
| "That's not a problem…" This low-key | | | | painless and simple. Learn his cold calling |
| statement diffuses any possible pressure that | | | | secrets even the sales gurus don't know. |
| the receptionist might be feeling about not | | | | |