9 Tips to Get Consulting Prospects to Call You Back
When dealing with today’s crazy-busy clients, use these strategies in your voicemail messages to establish your credibility, pique curiosity, and get return calls. Ask yourself “Would I return the call?”
(1) Your prospects don’t like spurious friendliness. Instead, be professional and state, “Eric. Jill Conrad calling. My phone is 123-456-7890.” Even though you feel compelled to share your position and company name, they’re irrelevant in a voicemail if you don’t leave a reason for them to call you back. “I would like to offer you….”’For the next two days…”
(2) The single best way to keep prospects listening is to mention the name of a
respected colleague or offer a solution. Make
sure, you state this person’s name immediately after your brief introduction: “Pat Jones suggested I call you.” “Did you know we have a no obligation ‘body scan’ of your business?”
Show you’ve done
(3) Let them know you prepared for this call by researching their needs. Tell them if you’ve worked with other similar families. You might say, “I read your email and noticed…” or “In working with other buyers, I know they’re struggling with…”Menti
on a recent
(4) Bring up recent events that create a need relevant to your offering such as healthcare. This includes things like new acquisitions, downsizings, higher interest rates or new organization initiatives. Let them know this is what triggered the call.
State a strong
(5) Prospects are always interested in the solutions you can deliver. Instead of talking about your product or service, use terminology and they understand: “We help companies shrink time to find a new solution.” Use your 6-word story here. Less is more. What’s in it for me? WIIFM
My 6 Word Story/Elevator Speech/ Solution is:
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(6) Nothing is more tempting than ideas, insights or information that can help eliminate their problems or achieve their objectives: “I have some ideas on speeding up you are reselling cycle” or “We recently did a study of businesses primary concerns in today’s environment and I have a few suggesting that address all of those concerns.”
Eliminate any self-serving
(7) Much as you might like to talk about your state-of-website, unique methodologies and passion for excellence, it turns your prospects off. Get rid of all self-promoting puffery, creative crap and technical tripe. Provide a solution and they will call you back. Think sound bite. Teaser! WIIFM
Sound like a
(8) Today’s buyers want to work with savvy consultants who bring personal value to the relationship. Don’t sound like you’re hoping to meet with them or grateful for even 10
minutes of their time. Instead, talk like you would
if you called a colleague with an idea. Never discuss price in a voicemail. Tease them. Get them interested in calling you back instead of feeling it is a ‘sales call.’
Use a script as
(9) Without an outline, you’ll ramble on-and-on, which virtually guarantees you’ll be deleted. You have 30 seconds max on a voicemail. Every word counts, so make sure you get it right. If you get deleted, you’ve blown the opportunity. Think 6 word story, elevator speech, whatever is short, compelling, and to the point. Practice by asking yourself, “If someone left me this message would I call him or her back?”
Learn how to create new opportunities so you can close more sales, rentals, etc. and make more money. ‘Why do I want to do business with you?”
