To call or to email? Both

It can be hard to reach a prospect through only one point of contact. As a salesperson, I spend a lot of time on the phone, but this isn’t necessarily true of everybody else.

Case in point: I was recently trying to reach one of my contacts and got his voicemail. In an unexpected twist, he said he would be out of town until February 11 – but February 11 had already come and gone.

I was about to spend my weekly salary on a time machine when I realized that this client just hadn’t updated his voicemail greeting in a few days. A minor thing, but it showed he probably wouldn’t be spending much time checking his voicemail. And even if he checked it, would he respond? He probably belongs to the “They’ll call back if it’s important” school of thought.

To follow up, I sent him an email with a different version of my voicemail message. If his email is installed on his phone, he got it immediately. If not, he’ll see my message as soon as he does anything business-related. And when he does get around to checking his voicemail, he will find my message there, too. Even if he still doesn’t respond, he’ll know me from more than one place, so when I do call him again, he’ll be more familiar with my name and my company. That makes him more likely to be receptive.

When you’re selling to a prospect, mixing up the media can give you a better shot of being heard. Try these strategies to increase your chances of making a connection:

  • If a prospect is going to respond, it will probably be through email, so make your email a more detailed version of the voice message.
  • Include a strong call to action over the phone and through email so that prospects feel compelled to respond.
  • Remain proactive. Waiting for a response could cost you a sale.

What are your thoughts on getting touch with clients? Let us know in the comments below.

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