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Cold Calling: Should You (Voice) Mail it in?

By Scale Squad

Everyone has fears. But cold calling? C’mon. We’ve covered this ground before. Do your research, be fully prepared … and melt those fears away.One of the oddest hesitations out there, though, deals with a specific aspect of cold calling: voicemails.If you’re in sales, you know voicemail well. It’s a tool or a terror, depending on your perspective. The voicemail response rate for cold calls hovers around 1 percent … so it’s probably the latter for most. Here’s why the callback rate is so bad: Most salespeople stink at leaving voicemails. They talk too long. They try to do too much. They sound like salespeople, without even realizing it.

Everyone has fears.

But cold calling? C’mon. We’ve covered this ground before. Do your research, be fully prepared … and melt those fears away.

One of the oddest hesitations out there, though, deals with a specific aspect of cold calling: voicemails.
If you’re in sales, you know voicemail well. It’s a tool or a terror, depending on your perspective. The voicemail response rate for cold calls hovers around 1 percent … so it’s probably the latter for most.

Here’s why the callback rate is so bad: Most salespeople stink at leaving voicemails. They talk too long. They try to do too much. They sound like salespeople, without even realizing it.

Which leads to this ludicrous fear about using voicemail: “If the target person hears my name on a message, or my company’s name, they’ll avoid me when I try to call again.”

Fear? Really? No, this falls under “rationalization.”

Or maybe “excuse,” for not knowing how to leave an insightful voicemail, and opting instead to do nothing.
The solution isn’t to quit voicemail. Rather, it’s to quit using crappy tactics.

Look, we all know cold calling isn’t easy. Many sales reps try other means: text campaigns, cold e-mails, Facebook ads and more. None offer the direct targeting, and volume of opportunity, of cold calling.

Success at cold calling requires a plan, and persistence. Even when you reach a live person via cold call, the typical success rate of landing an appointment is barely 7 percent. You don’t have to be average, of course … but it’s your call (pun intended).

Believe it or not, cold calling has actually gotten easier. Why? Because fewer people are trying. It’s too hard. They’ve bought into the “cold calling is dead” myth. Or, they’re just lazy.

The upshot? As fewer cold calls are made, your opportunity to succeed at it grows. People are surprised. Their defenses are down. They’re more willing to engage.

Yes, reaching decisionmakers can still be a challenge. They’re fortified behind a gatekeeper (maybe more than one). This need not be an obstacle. Refer to my last series of articles, which tackled how not to bypass the gatekeeper, but engage them.

Or, maybe the decisionmaker is just rarely at their desk. Important people tend to get stuck in lots of meetings. Sometimes they travel.

So, you can try the tactic of calling at odd hours. Maybe you’ll catch them working very late, or very early. Occasionally this works.

The alternative? Leave a compelling voicemail that piques curiosity, and provides incentive to call back. Yes, it’s possible. The trick is less about what’s said, than what isn’t said.

My next article will examine how to leave this miraculous message. A plan, and practice, can yield amazing results. It’s not rocket science … and, above all, there’s no reason to be scared.

Filed Under: Anouncement, News

Testimonials

Paul is inspirational, and passionate about helping people grow their client list. He has developed an easy to apply, appointment setting technique that will change the way you meet your new customers. Quit paying for clicks, advertising on social media, and paying for postage. Most people think cold calling is dead………NOT SO. Paul brings new life to the most cost effective client acquisition tool available to everyone…… Read more
Brad Saunders
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 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
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!
Mark Petersen
Paul is a great presenter and networker. His seminars explain how cold calling has worked for him and he gives you a methodology of how to reach out to sales prospects. I encourage you to attend a Paul M. Neuberger Cold Calling Seminar to learn how to become a more effective salesperson. Paul is also very well connected in the Milwaukee area and has introduced me to many people I have been able to do business with. Paul… Read more
Lisa Twitchell
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
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
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
“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

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."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

Matthew Gillard

Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very...
Cold Call Coach
2018-07-10T07:06:11-05:00
Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very few voicemails got returned. Now about 50% of my conversations become appointments and about 20% of my voicemails get returned. That's life changing - and I couldn't be happier."
https://coldcallcoach.net/testimonials/matthew-gillard/

David Cantliffe

President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going...
Cold Call Coach
2018-07-20T06:57:00-05:00
President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going through the training and booking several one-one sessions, Paul’s approach has radically changed my appointment setting results. With my "C"-level executive prospects, very few answer their phone. Paul’s training includes invaluable insights for effectively working with executive gate keepers to get messages returned as well as getting voice mail returned from executives that were previously unresponsive. If you read the testimonials listed on Paul’s web site, you’ll see the reoccurring theme of "life changing". I wholeheartedly agree and recommend Paul Neuberger’s cold call training to anyone serious about improving their results. I also recommend that you engage Paul one-on-one for several sessions to experience his skill at fine-tuning a message that will resonate with your target audience."
https://coldcallcoach.net/testimonials/david-cantliffe/

Chillon Leach

Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging...
Cold Call Coach
2018-08-02T19:52:39-05:00
Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging delivery and his personal, caring approach to his vocation suits me and my learning style."
https://coldcallcoach.net/testimonials/chillon-leach/

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!"
https://coldcallcoach.net/testimonials/tami-bergman/
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