MAKE IT SO PEOPLE RESPOND TO YOUR VOICE MAILS
How do you get people call you back when you leave them a voice mail
message? You want to talk to them, offer them something, perhaps sell them
something, maybe make some money. But people resist, often vehemently. They
often just don’t call you back. And of course you have no idea why. Did they
not get your message? Are they out of town? What?
So what are you to do? How can you get people to call you back?
The answer is simple – once you understand the request and
persuasion principle.
Imagine you own a mortgage company specializing in commercial
lending. You work with individual investors who want to own commercial income
generating properties. You’ve been in business for more than 20 years. You have
phone numbers, cell phone numbers and email addresses. Your information is up
to date and accurate because you keep it so.
Now you decide that you will go after some new deals. You will do
that by contacting previous client investors in your database. You want this to
work for you right out of the box. You’ve already prepared your best offers,
rates, terms, the whole ball of wax. All that’s left to do is to make
appointments with interested parties and outline the opportunity and close some
loans.
So you start calling and most of the time you wind up leaving a
message. The voicemail message you leave is simple. “Hi Jack. This is Herb with
ACE Loans. Please call me back at 321-8778. Thanks.”
But after a few days of this, not very many people are returning
your call. In fact, you’ve left two dozen of these this week and no one has
called you back. This is frustrating.
Obviously this approach is not working and you need a better tactic.
I suggest you send an email first. Your email should present the
bare bones of an offer and inform the person that you will call them to talk
about it.
Here’s the email you send.
“Hi Jack,
Suppose you could borrow $400,000
at 3.4% for commercial real estate? Would you be interested? I’ll call you this
week because I want us to talk about this opportunity.”
Jack now knows what you’re offering. In your email you’ve given
him the chance to read, and if he wants, to re-read the reason for your
communication. You’ve given him a reason to talk to you. When you call Jack, if
you have to leave a voicemail message, the likelihood that he’ll call back goes
way up, because he knows what you wish to discuss. Wow, $400,000 at 3.4%. You’ve
made talking with you sound potentially interesting to him.
The formula:
Send short email with brief
offer.
State that you will call
soon.
State that you want to talk
about possibilities.
Make the phone call – to
the person’s cell phone number – that’s more personal.
If necessary, leave a
message saying when you will be available.
That’s how you get people to respond to your voice messages.
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