I hated cold calling when I first started out in sales.

So much so, in fact, I often hoped I wouldn’t get a real person on the phone. I used to live for hearing the beep of a voicemail box. I truly believed that karma was helping me out. After all, if the guy on the other end was really interested in hearing what I had to say he’d call me back, right? Wrong.

This type of system isn’t very productive. It certainly feels productive having made hundreds of calls in a day, but you’re really only playing with numbers and in the end you’re simply lying to yourself.

You’ve got to find a way to make the voicemail experience work for you. For starters, you need to take action when you hear this famous phrase at the end of the message: “If you need immediate assistance, please dial 0 for the operator.”

What are you waiting for? Dial 0.

When you dial 0 you’ll likely get a receptionist and you should take advantage of this opportunity to gather additional information. Ask the receptionist if she knows where the person you are trying to reach is, when he’ll be back in his office, or if he’s out for the day. If she simply doesn’t know, ask if someone near him knows where he might be. If that doesn’t work, ask if the company has a paging system or if there is a cell phone number you can have.

You’d be surprised at how often receptionists are willing to readily hand out information you might yourself guard with your life. There are really only two outcomes to this situation:

1. You’ll either get in touch with the person you’re trying to reach, or
2. You’ll ask to be transferred back to voicemail and leave the message you planned to leave the first time.

Hopefully, however, you’ll hang up the phone with information that will leave you better armed for a second call. Perhaps you know when your prospect will return from vacation, or when he’ll be out of the meeting. You might’ve even asked what time of day he begins work so that you can make an early morning call before he gets too busy.

The point is that you need to take advantage of every opportunity your cold calling experience hands you. Just because you can’t get a prospect on the phone the first time doesn’t mean it will never happen. You need to remain focused and determined. Eventually, you’ll make contact!

Happy Calling,

Sean

Sean McPheat

Telephone 0800 849 6732