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Cold Calling: Whose Side Is Your Voicemail On?

By Scale Squad

“If Relationship George walks through this door, he will kill Independent George. A George divided against itself cannot stand.”

–       George Costanza (played by Jason Alexander) in “Seinfeld”

George Costanza is one of the greatest characters in TV history. An unmistakable gift for hyperbole – of blowing minor events into major crises – was among his funniest, most well-crafted traits.

In this classic “Seinfeld” scene, George describes two sides of his personality: Independent George (who his friends know) and Relationship George (who his girlfriend knows). He fears the epic impact of “worlds colliding” should his girlfriend spend time with his friends. Life, as he knows it, will surely end.

Of course, any regular “Seinfeld” viewer knows there’s another side to George’s personality: neurotic.

Nevertheless, George’s rant contains a grain of truth. Everyone does have different sides to their personality.

For most, there’s a professional side, and a personal side. One governs our “work” lives; the other, pretty much everything else. Rule of thumb is that, by and large, the two shouldn’t overlap.

If you’re a salesperson who makes cold calls, and leaves voicemails, this conventional wisdom is (yet again) all wrong.

Chances are your cold call voicemails go something like this: You say “hello,” along with your name and company. You state your value proposition, i.e. the amazing benefits your product or service can provide the recipient’s organization. Finally, you express a desire to talk further, and ask for a callback.

You’re in “professional” personality mode throughout. This is a business call, after all. Aren’t you supposed to be?

Theoretically, yes. Put yourself in the chair of the call recipient, though. Does he/she prefer calls from “professionals” … or from people?

Remember, this person doesn’t know you. The only calls they get from strangers who come across as “professionals” are … salespeople.

As explained in my last article, this is a one-way ticket to voicemail doom. A good voicemail is brief, avoids giving away the hoped-for result, and doesn’t sound like a sales call.

Probably contrary to everything you’ve been taught by “sales trainers,” a good voicemail should embrace your personal side. Yes, this part of you brings value to the picture.

Now, you don’t need to act like a best friend. Just find a way to add a personal touchpoint. Mix it up. Don’t erect a wall between personal and professional.

In fact, build a voicemail script around your personal side. Purely professional always equals “salesy” … and people want calls from people, not “professionals.”

What else should be in the script?

Consider your last trip to a shopping mall. Did you walk through the food court, and see restaurants giving out samples?

Your voicemails should follow the same principle. Give a taste. Entice the recipient to learn more. Your hope is, just like the restauranteur, they’ll end up buying the whole dish.

As I’ve written before, a good voicemail is less about what’s said, than what isn’t said. You’re not trying to close a sale. You just want a callback. Understand what the recipient is accountable for, and whom they want to be speaking with … and be that person.

Best leave any personal neuroses out of the equation. Yes, it’s funny when George Costanza goes off the deep end. He’s a TV character, though … one who always had trouble keeping a job. Don’t let him be your model for cold calling – or, for that matter, lots of other things.

 

Filed Under: Anouncement, News

Testimonials

“Incredible! Fantastic!! Cutting Edge Material!!!”  

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!
Mark Petersen
“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."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

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/

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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