If you’re like me, you stand 6′ even, are married with two kids, play video games and enjoy wearing irreverent t-shirts. Also, you track all your sales calls and emails in a CRM like Highrise. That gives you a quick overview of how many unanswered emails and voicemails you’ve left.
So here’s my question: when do you give up/move on/let them call you?
When I used to do medical sales years and years ago, I had no limit. I didn’t mind not getting calls back. I would start to leave messages like,
This is the tenacious Rich Brooks calling. If you’re impressed by how often I call now, imagine what life will be like when I’m working for you.
This is Rich Brooks from Ultra Care Services. Since I haven’t received a cease and desist letter from your lawyers, I’m guessing it’s OK to keep leaving voice mails for you.
It didn’t always work. In fact, I’d say it didn’t work on the majority of people. However, occasionally I’d catch them at their desk and they would finally relent and meet with me. Some of those people turned out to be great customers, since they rarely saw sales people I had little competition as long as my company did a good job.
Yes, occasionally I’d piss someone off. But, if you’re not pissing off someone it means you’re not working/selling/marketing hard enough.
These days I don’t do any cold calling; most of my outgoing calls are to people who have first reached out to us. However, they are often difficult to reach and won’t return phone calls. Generally I’ll make 3 – 7 attempts, depending on how interesting the job seems, then I’ll send an email along the lines of:
Hope everything’s going well. I was hoping on following up on that email/phone call/contact form you sent me, but I’ve had difficulty reaching you. I don’t want to be a noodge [from the Yiddish], so I’ll hold off and let you contact me.
It’s amazing how often this gets someone to respond. I think it’s because often we see those incoming emails, we can’t deal with them, so we just wait until they come back again at us. By stopping that cycle (and letting the person know we are stopping them) we force them into making a decision of whether they want to continue or not. This is no guarantee of work; just that we’ll have to send more emails or leave more voicemails. At some point every sales person may have to decide that the return on investment just isn’t worth it.
Anyone else have any tips for getting email or voicemail responses, or rules on how many unreturned messages they’ll leave before moving on?