When we cold call our objective is not to pursue people to make a sale. In this new way of cold calling we want to uncover the truth of their situation and to be okay with the outcome, whether it’s a “yes” or a “no.” So we can begin to feel more comfortable hitting “0” when we get someone’s voicemail. Because we then have an opportunity to go back to the receptionist and begin a dialogue based on asking for help.

Here’s how the dialogue might go:

“Hi, maybe you can help me out for a second? I’m trying to get hold of Mike and I got his voicemail. Would you happen to know if he’s at lunch, or on vacation, or in a meeting by any chance?”

Here, you aren’t just asking to find Mike. And you’re also providing possible solutions to finding Mike. This helps the receptionist feel as if he or she is part of the problem-solving process.

The receptionist is likely to offer this response:

“Yes, he’s in a meeting (or at lunch or on vacation) and I’m not sure when he’ll be back at his desk.”

This answer has just given you a lot more information than you would have if you had just left a voicemail. Now you know your contact’s whereabouts in real time and you can call back at a more appropriate time. Check back for more tips on Voicemails and cold calling.

Until next time,

Keep calling and keep it conversational…

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit: http://www.UnlockTheGame.com.

Tags: Cold Calling, cold calling techniques, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training

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