In an effort to combat market conditions, I’ve noticed an increase in cold calling activity within many organizations regardless of industry. Here two final solutions to be mindful of when attempting to connect with your desired prospect. Strategy #6: Get On Their Calendar
Strategy #6: Get On Their Calendar
If you happen to be calling on a prospect that you have connected with in the past who has an assistant, try this approach. “Hi Jane, Keith Rosen here from Profit Builders. Mary and I have been playing the longest game of phone tag in history. If you have her calendar handy, can you please help me by scheduling in a five minute block of time that works for her so that I can answer her question regarding your sales training initiative?” You’ve now succeeded in scheduling a time to call a prospect when you know they are available and are expecting your call.
Strategy #7: The Back Door Approach
Here are a few more innovative ways to connect with your prospects that don’t require speaking to the concierge.
Call Before or After Hours: Call before or after a live person begins to answer incoming calls. Many businesses today have an automated voice mail system when the office is closed. The intention here is to get into their voice mail system and listen for the prompt that asks you to “Please spell out the person’s last name.” Once you do this, the voice mail system will often tell you the prospect’s direct extension before transferring your call. Now, when you call back during normal business hours, you can ask the concierge to “Connect you to extension 2345 please.” In addition, if you want to circumvent the concierge who refuses to patch you through to their voice mail, calling before or after hours provides you with the opportunity to leave a message with your prospect.
Use Their Website: Many Websites list contact information. Some go so far as to provide a picture, bio, and contact information for the top officers of the company and their position. If you don’t have the luxury of finding all of this information, then find any person’s e-mail address within that company. (Check out their “help center” or the “contact us” option in the menu.) Once you can see how the company formats their e-mail addresses, you can take an educated guess regarding what your prospect’s e-mail address would be.
Return Receipt: This approach comes in very handy. When sending out an e-mail to a prospect, use the “return receipt request” option in the software you use to manage your e-mails. If the prospect opens your e-mail and sends a receipt, you not only know that they received your e-mail, but you also know when they have received it. This way, as opposed to trying to track down a prospect when they are at their desk, or checking their mobile device, you know exactly when to call on them, since they are now checking your e-mail! Obviously, this strategy only works if you are in front of your computer often enough to retrieve your e-mails as they are sent.