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“Left VM” and “Left Info with Receptionist” Augh!
I have a new-ish rep who’s driving me crazy, but I can’t seem to troubleshoot the sales problem.
She’s working the phones and emails with a list of B2B prospects that includes everything from 2 employees to about 50. We’re a niche insurance provider, so we have to be somewhat reluctant to just move on to the next lead if we can at all help it or we’ll be out of leads.
She is having a very difficult time talking to anyone who could possibly say Yes to her. She’s getting voicemail, she’s getting no response to email and she’s getting receptionists who’re happy to take a message and pass it on.
This seems really basic, to me, but we’re just having trouble getting past it.
I’ve considered that it could be a messaging problem, but this rep isn’t getting a chance to deliver our message. So… what do we do now?
She is having a very difficult time talking to anyone who could possibly say Yes to her. She’s getting voicemail, she’s getting no response to email and she’s getting receptionists who’re happy to take a message and pass it on.
Is her value prop/messaging different to other people on your team?
To book a meeting there are only three variables –
So she’s either reaching out to the wrong people, sharing the wrong message or the timing is off.
I’ve considered that it could be a messaging problem, but this rep isn’t getting a chance to deliver our message. So… what do we do now?
Is the message not being delivered via email and voicemail?
One of our students shared an interesting way of beating the gatekeeper on a group coaching call yesterday. Ask –
“Is X floating about?”
Said super casually, as in this is an internal call from a colleague rather than an external sales call. No introduction, just the question.
Might be worth a try.
I truly love this approach, “is X floating about?” AWESOME. For decades, I’ve used the casual voice tone where I sound like a friend.
In today’s world of technology there’s all kinds of phone system filters to send inbound calls directly to voice mail. In the recent 2 months I had a huge % of calls go directly to VM, so when I was using zoominfo, seamless, apollo etc data, and I only called the cell numbers and they were answered, no gatekeeper. These were calls to mostly owners, and leader levels, C-suite. If you have good to great closers, who you’d like to see sales skyrocket, all they need is more meetings. Hire a company and do some outsourced Cold Emails, $200/qualified meeting lead. It’s not for every company but nothing is better than a warm lead. Keeps the excitement level up. And revenue flowing in to buy more leads.
They can still do cold calls.
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