Get more return calls

Since the odds are stacked against you, there's room to improve. Here are 10 tips, plus one bonus tip, to help you get more return calls:

Record your voicemails: Listen to them and self-coach.
Shorten them up: Keep the message less than 30 seconds long.
Personalize: Use the person's name and share something unique to them.
State your purpose: Tell the prospect why you are calling.
WIIFM: What's in it for them? Why should they return the call?
Be enthusiastic: Would you call a boring person back?
Track your progress: Use calling software and/or a customer relationship management (CRM) tool.
Ask for what you want: A callback? A meeting? A demo?
Practice: All professional athletes practice. You should, too.
Don't shoot from the hip; use a script: Just don't sound "scripty."
Be credible: Mention others you have helped.

So, whatever happened with the prospect that didn't call me back after I left four voicemails? Well, I changed my mindset. I called back a fifth time and left a message focused on his business — his needs, sharing what he would want to know. And, I kept it brief, informative and personal. Then he called me back!

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