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Unreachable Prospects
My sales team is all hitting the same roadblock: Unreachable prospects.
They don’t answer the phone. They don’t respond to voicemail. They don’t respond to email.
If we get them on the phone more than once or twice, our close rate is very high, but there are just so many good prospects, but we can’t seem to talk to them in order to deliver our message.
It’s a mix of large companies and small ones, but the larger the company, the worse it is. We sell insurance to a niche clientele that needs it, but most of them think they’re happy with who they have because they don’t know there’s anything better. Once we explain what we do, many come around and sign with us.
I think you might be mixing up two issues here.
- Are your prospects unreachable?
- Or do they not respond to your messaging?
If it’s the second case, then I’d recommend reframing the point of your outreach with your sales team.
The only reason to do cold outreach is to book a meeting. Most sellers try and sell with their cold outreach, this is not effective.
For someone to book a meeting you need to have the right message, right person, right time.
Timing is difficult to control. You can improve the odds by leveraging trigger events but that doesn’t scale very well.
So, if you focus on the message and person, what single message, repeated in different ways would encourage a prospect to book a call?
No response message –
We help salespeople find and close more sales using step-by-step frameworks and group coaching. Want to chat?
50%+ reply rate message –
We guarantee your team will find and close more deals in the next 30 days or your money back. Want to chat?
With every iteration of your message ask yourself – “If I was the buyer, would I give a shit?” If not, then go a layer deeper until you’d respond.
I think where we’re losing them is in the voicemail. Because they are not aware of a problem, they are not aware of pain. They assume that they know how our industry works, why it sucks and that there’s nothing they can do about it. Therefore, they say “everything’s fine” to defend their prior choices or they don’t believe you when you tell them there’s a better way.
If we get them on the phone, we can ask them 3 – 7 questions that will almost instantly reveal where they’re being under-served or over-priced. But we can’t ask that on a voicemail.
Unfortunately, I can’t make guarantees for the same reason that a mortgage broker can’t guarantee that you’ll be accepted for a mortgage – until they have all your details, they don’t know exactly what they can offer you and by that time, the client is already sold anyway.
I think where we’re losing them is in the voicemail.
Your buyers are indifferent to your voicemails. You’re not losing them there.
Therefore, they say “everything’s fine” to defend their prior choices or they don’t believe you when you tell them there’s a better way.
Then you need to increase your levels of trust or reduce the risk of doing business with you –
If we get them on the phone, we can ask them 3 – 7 questions that will almost instantly reveal where they’re being under-served or over-priced.
So the issue isn’t with a voicemail, it’s with the entire process of booking a call.
You need to change up your messaging –
Pitch a free consultation to “make sure you’re getting a good deal with your current supplier” then ask your questions and do a competitor takeover.
Fantastic explanation will
Fantastic explanation will
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