How do you get prospects that go silent to re-engage withyou?

I’ve found that using a little humor will go a long way intogetting your “missing in action” prospect to call you back.

The key is to have your message stand out and separate yourselffrom the rest of the sales pack that is calling and leavingmessages with your prospect.

If you’re calling with the “just wanted to touch base” or “justwanted to check in and see if you had any questions — give me acall back — blah blah blah,” your message is going to beignored like the rest of them. Try adding a little humor into your messages andwatch your callbacks increase.

You’ll want to call and leave a voicemail first, then send theman email that references your voicemail.

Here are a couple examples that I personally use that haveworked well:

Voicemail example 1:

“Hi (PROSPECT’S NAME) this is (YOUR NAME) with (YOUR COMPANYNAME) and I wanted to see if we’re still on the short list, if wegot kicked off the short list, or if the short list went up insmoke. Either way, would it be ok to ask if you would shoot me anemail or give me a call to let me know where we are and what needsto happen next? You can reach me at (YOUR NUMBER). Again it’s (YOURNAME) with (YOUR COMPANY) and you can reach me at (YOURNUMBER).”

Voicemail example 2:

“Hi (PROSPECT’S NAME) this is (YOUR NAME) with (YOUR COMPANYNAME). I’ve tried to reach you a few times but haven’t heard backfrom you. Not sure if you’ve been abducted by aliens or haveentered the witness protection program. Either way, would it be okto ask if you would shoot me an email or give me a call to let meknow where we are and what needs to happen next? You can reach meat (YOUR NUMBER). Again it’s (YOUR NAME) with (YOUR COMPANY) andyou can reach me at (YOUR NUMBER).”

These are just some example that can help break the ice and geta reaction that you can work with.

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What's the ROI?

How many calls can you expect to get back? What if it’s only 10percent? What if leaving a “creative” message 100 times only gainedyou 10 more responses than what you currently get now out of thosesame 100? Would that be a bad thing?

Any technique that can help you improve your response rate willhelp you put more money in your commission checks.

What if they respond and say the timing is bad?

OK, so you’ve got a response but you don’t like it. The brightside is you’ve got them re-engaged, even if it’s only via email.You now have something to work with. Handle the objection.

And if the end result is that a deal isn’t going to happen, atleast you know and you can stop wasting your time calling aprospect that isn’t going to buy. It’s better to drop them backinto a drip marketing campaign and replace them with a new prospectthan it is to waste time calling on prospects that aren’t ready tomove forward!

Related:

7 cold calling tips to improve your closingrate

6 ways to get prospects and referrals tostop ignoring you

5 keys to prospectingeffectively