Again the gatekeeper is the key…
Understand that the whole purpose of the assistant is to make sure that his/her boss’s time is not taken up with a lot of distractions. It’s not personal so don’t take as if it were. The best way to get her on your side is to be professional, direct without being threatening. If you try to b.s. your way through a conversation with him/her, you will more than likely put her off and he/she will put you off. I always ask the person how they are and maybe make a joke of what type of a day I’m having. Simply talk to the person on the line, tell him/her what you want and be sure to be light hearted. If they ask you to leave a message on voice mail, then do so. I always leave a message the first time but not the second. If you still don’t get anywhere with leaving messages ask the assistant when the decision maker will be back in the office and if the company has a fax and website (he/she may not give you an e-mail but it doesn’t hurt to ask anyway). You can either fax the prospect a note that you have been trying to contact him. Make him/her your friend not your enemy.
A simply stated fax saying, “We’ve been trying to reach you “will get the attention of the intended party. The whole point to sending a fax is to get a reaction from the decision maker. Whether the person answers your fax with a positive response or not isn’t really the point by this time. It is
clear that you have done nearly everything possible to receive a return phone call from the contact, to no avail. Now you simply want to get a reaction so that you may move on to the next stage. If the prospect is interested and has been too busy to respond previously to phone attempts, then this method will move them along that much faster to a sale. If they are not interested then you will find that out rather quickly as well. So much the better because you don’t want to waste your time with a prospect who is not interested. at this time. So the whole point of this is to come to a conclusion with the prospect one way or another.
Welcome to the wave of the future. In an era that promises so much in the way we interact with one another Its a wonderful new way in which to contact prospects efficiently and without the expense of making a phone call or sending info through the mail. It is always a good idea when making the initial contact with the prospect to ask the receptionist if the company has a website or if the contact person has e-mail. More often then not you will get a web address rather than an e-mail. That’s fine, because you may still be able to send a little note to the prospect stating that you are trying to reach them. Also most people will open an e-mail via the website, rather than a random e-mail.
Personally I like sending out as much information as I possibly can to a prospect because it keeps the name of my firm firmly in front of the contact quite a lot. A few of my clients believe that it is a waste of time and money. But ask yourself this question. How many deals have you closed
without sending written information to a prospect? Many prospects want to see information simply to place a visual with the phone call. Most people are visual, so they need a frame of reference for the company that will inevitably win their contract. It is always a good idea to send a note with information because it makes you seem a bit more human .If you have tried all of these tactics and you still can’t reach the prospect, don’t give up. Simply file the lead away in you stack of cold calls and move on. It is likely you will have another chance to contact him/her.
This is an excerpt from my book "Telemarketing Success for Small and mid-sized Firms available at www.amazon.com and bookstores everywhere
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at email@example.com