Leave An Enticing Voicemail

Make sure your message will interest your prospect and encourage a call back. Deliver the voicemail about as loudly and at the same speed as the prospect's outgoing voicemail message. Always end your message with your prospect's name, not "goodbye."

For example: "Ms. Jones, this is Lenann Gardner. I'd like to speak with you about how your firm can acquire more clients this year. This will take only a few minutes. Please give me a call at 505-828-1788. Again, this is Lenann Gardner, at Gardner Consulting,505.828.1788. Hope to speak with you soon, Ms. Jones!"

Wait 24 Hours, Call Back

If she does not return your call, call again: "Ms. Jones, Lenann Gardner again. I'm calling with some ideas for growing Smith and Green in 2007. Please call me at 505-828-1788. I look forward to speaking with you, Ms. Jones!"

Wait another 24 hours. If you don't hear from Ms. Jones, leave one more message: "Ms. Jones, Lenann Gardner. We must be on opposite schedules. I'm calling with ideas for capturing new clients in 2007--I think you will want this information. Call me at 505-828-1788--again, that's 505-828-1788. I look forward to a quick conversation with you, Ms. Jones!"

At this point, if you don't receive a call back, go on to the next prospective customer.

Source: Lenann Gardner is a Harvard MBA, a sales consultant and author of the upcoming book, Got Sales? The Complete Guide to Today's Proven Methods for Selling Services. She has been a successful sales representative for Xerox Corporation, a marketing executive at Mattel and in leadership roles at Blue Cross Blue Shield.