ADM serves Car Dealers, Automotive Marketing Pros and Internet Sales Managers
We all have had or will have the prospects and/or clients that are out of communication after what was thought to be a sure thing. Some salespeople have adopted the three strikes and you are out policy and give up after making three attempts without success. Consider a twist on that play…..make it three strikes and your in!!!!
So, what do I mean when I say three strikes and you are in? Normally, we see a strike as a negative. I am going to ask you to change your point of view. Each strike is an opportunity to lay down a pathway that can lead to a recovery if you make a little extra effort. So the next time you call on a prospect and/or client and get their voice mail, try striking out three times as described below.
Strike One-The Fast Ball:
Leave the voice mail you would normally leave but without any specific details. Then add that you will be emailing the details of your call to them shortly. Just before you close the message, let them know you will be reaching out to an additional person in their organization/group/family. Make sure this third party is relevant to the conversation, has current contact information on file and your can identify them by name. Making this step creates a sense of urgency for your message. For example, a voice message would be, “Hello Joe, this is Susan with the Speedy Family of Dealerships. I am leaving you a message about the leasing opportunities that I spoke with you about last week. You don’t need to write anything down, as I will be emailing you the details shortly. I will also send Charles the same information so that you two can discuss this matter further. If you have any questions, you can call me at (909) 555-3312 or reply to my email. I am looking forward to being of assistance to you and Charles."
Strike Two- The Curve Ball:
Reach out as you vowed to the additional party that you identified by name in your voice mail. When leaving a voice mail for this third person, follow the format you did for the original party with an abbreviated message and a follow up detailed email. Also let the third party know that you left the same message for the original party, identifying the original party by name. Taking this step reinforces the urgency of your original voice message. For instance, this voice mail might sound like, “Hello Charles, this is Susan with the Speedy Family of Dealerships. I just left a message for Joe regarding leasing opportunities. I thought you might like to be a part of this conversation as well. You don’t need to write anything down. I will be emailing you and Joe the details shortly, so that you two can discuss this matter further. If you have any questions, you can call me at (909) 555-3312 or reply to my email. I am looking forward to being of assistance to you and Joe.”
Strike Three-The Change Up:
Immediately follow up your voice messages with an email as you promised. When sending an email, you should send the message to both parties at the same time which adds a level of accountability if both names appear in the “To:” field. Start the email with a notice that you left a voice mail recently and this email details the subject of the voice mail. Provide the details that you wish you could have left on their voicemail, including contact information. Sending this email allows you to go into greater detail than is acceptable or even retainable for your audience via voice mail. Sample email copy would be:” Dear Joe and George, I left a voice mail for you both recently regarding leasing opportunities. Below are the details of this opportunity for your review and discussion. (Provide details) I appreciate your time and consideration on this matter. If you have any questions or concerns, please do not hesitate to call me or send me an email. Otherwise, I will be calling you both later this week. My contact information is listed below.”
On all three messages, it may appear that your have struck out as far as making contact. The reality is your have created urgency and accountability, which in the long run is hard to dodge. You may see an increase in the number of returned calls or the ease in which the next call is accepted as a result.