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Cold Calling: Is Voicemail Like a First Date?

By Scale Squad

“Sales is a bit like dating. Don’t agree? Think about it.There’s attraction (to a product or service, vs. a person). Persuasion (convincing a prospect to buy, vs. enticing someone to go out). Negotiation (price or conditions of sale, vs. where to go for dinner). Finally, closing (signing on the dotted line, vs. “I’ll pick you up at 6.”)”

Sales is a bit like dating.

Don’t agree? Think about it.

There’s attraction (to a product or service, vs. a person). Persuasion (convincing a prospect to buy, vs. enticing someone to go out). Negotiation (price or conditions of sale, vs. where to go for dinner). Finally, closing (signing on the dotted line, vs. “I’ll pick you up at 6.”)

Continuing the sales/dating analogy, cold calling is the initial approach to the other person. It’s the all-important opening line. It’s the one-chance-only first impression (no food in your teeth, right?).

And, very often, there’s not even a real person involved.

All the cold call planning, all the scripting, all the building up courage … and you get voicemail. Ugh. Letdown City. What now?

Here’s where many cold calls go off the rails. Kind of like a nervous suitor asking their secret crush out on a date, many sales reps start talking … and talking … and talking.

It’s their one chance, they tell themselves. I must make clear that what I’m selling is so great, so compelling, they’ll be dying to call back. I have to get it all in! This is it!

Well, no. As touched on in my last article, a successful voicemail message isn’t about length. It’s about substance. Pique curiosity, provide incentive to call back, and hang up. That’s all.

Let’s return to the dating analogy. You’re a guy, you’re out somewhere, and you spot an attractive woman you’d like to meet. It’s the epitome of a social cold call. What’s the best approach?

You could walk up, say you’re madly in love with her … and launch into an impassioned 15-minute soliloquy about your future together, how many kids you’ll have, and how even Romeo and Juliet would be jealous of the crazy love you’ll share.

Think your chances are good? Or is this maybe just a bit too strong?

You could try a different approach. You notice she’s wearing a Green Bay Packers jersey. So, you walk up, compliment her on her exquisite taste in sports teams … and ask if she’d like to have a cup of coffee sometime to talk about football, or perhaps other topics.

My nickname was never “Casanova,” but I’m betting on the second option.

A successful cold calling voicemail follows this same principle. You’re not trying to close a sale. Heck, you don’t even want to let on that the call is sales related.

How do you leave this momentous message?

  • First, understand that, by asking the message recipient for a return call, you’re requesting a big favor. They don’t even know you. A return call takes time and effort on their part. Better be on your “A” game to spur a response.
  • Play defense. The moment you sound like a salesperson, you’re sunk.
  • State what the call is about. However, don’t reveal the ending. Think “movie trailer.”
  • Be a good storyteller … but be brief. Leave them wanting more. Make them say “I can’t afford to not return this call.”

Which usually comes first on a date: Holding hands, or a kiss? Think of a voicemail message as cautiously extending your hand. The kiss can come later. For now, you just need that first contact … and it has to be done right.

My next article will explain how to create a successful voicemail script. The message is everything – and the less, the better. Regardless of your success in dating, you can succeed in cold calling. Given the similarities, maybe one can even help with the other.

Filed Under: Anouncement, News

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Peter H.W. Melms, Preplanning Specialist,
Washburn-McReavy Funeral Chapels
Here is his LinkedIn URL: https://www.linkedin.com/in/peter-melms-692aa91b
Peter H.W. Melms
Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and professional career. You will regret not signing up!
Joe Pillizzi
Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”
Lisa Pecora
Paul is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to any sales person out there, it will be worth your time!
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“Normally I’m skeptical when it comes to online “self-improvement” advertisements. However, after doing some research I felt Paul presented himself in a manner that I trust. His work is praised by many and I’m attracted to genuine people. The cost of his psychology of cold calling course is well worth the investment…it’s a no-brainer!”  

Adam Berndt, Sales Manager, Fine Tune
Here is Adam’s LinkedIn URL: https://www.linkedin.com/in/adam-berndt-open-networker-7b67b547… Read more
Adam Berndt
Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.
Timothy Stewart
Paul has such a unique yet simple approach that will forever change the way you prospect. I would absolutely recommend attending one of his seminars!
Daniel Mayer
No matter the industry Paul M. Neuberger seminars will give you confidence that cold calling is not a thing of the past and that there is SUCCESS and GROWTH in cold calling once you have the tools to do it efficient and effective. I am a believer now that cold calling is not a thing of the past.
Judy Huebner
If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call. 
Kevin DavenportSenior Vice President of Powerteam
Paul gives great tips and techniques to conduct a successful cold call. He also re­adjusts your perception on cold calling through personal stories and examples helping you get excited to get going with what you learn. Highly recommend.
Lucas Robak

TESTIMONIALS

Steven J. Wheeler

Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting...
Cold Call Coach
2019-05-01T13:58:19-05:00
Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting in San Diego. I really enjoyed your presentation, and most of all the delivery. Just wanted to tell you how much I enjoyed your talk."
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Tami Bergman

Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold...
Cold Call Coach
2018-10-04T15:16:09-05:00
Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold Call approach! I really feel like this is going to change the way that I view cold calling forever. Your approach has been very effective for me, and I will continue to use it. Thanks again for all your assistance!"
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Joe Bellante

Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room....
Cold Call Coach
2018-11-06T17:20:31-05:00
Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room. I could tell from their facial expressions that you were challenging them to think. Nice job!"
https://coldcallcoach.net/testimonials/joe-bellante/

Joel Johnson

Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know...
Cold Call Coach
2018-11-29T16:47:05-05:00
Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know that I have found your cold call methods quite productive. Thanks for everything!"
https://coldcallcoach.net/testimonials/joel-johnson/

Meggan Mulkey

Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo...
Cold Call Coach
2018-11-29T16:48:07-05:00
Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo at Potawatomi. It was fabulous!! Really, it was the highlight of my day."
https://coldcallcoach.net/testimonials/meggan-mulkey/
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