Are you missing out on potential buyers by not calling them?
My client was interested in setting CEO level appointments for an upcoming event in New York City. The client asked that I help them secure these appointments. During one attempt to connect with a senior executive, I was connected with his administrative assistant. I explained to her the reason for my call. I asked her how her boss, the CEO, would prefer to communicate, since my client was also interested in understanding the preferred communication methods of their prospects.
Her answer surprised me and got me thinking. She said, “He’s not here, but leave him a voice mail if you want a return call.” My knee jerk reaction was: Why? We are bombarded with news about newer and better ways our potential buyers and buyers may wish to communicate with sellers. So I was intrigued to know why he would best respond to a voice mail. Her answer may surprise you as well.
She said he gets hundreds upon hundreds of emails daily, most of which he deletes or doesn’t have the time or interest to view. (I could appreciate that comment — maybe you can, too.) She felt strongly that if I wanted my message to reach him, and if I expected him to respond, I should leave him a voice mail. She told me he checked his voice mail regularly, and receives fewer voice mail messages than email. Our voice mail message would stand out, and if he was interested, he would return the call.
How to Stand Out from Hundreds or Thousands of Daily Emails? Try a Phone Call
She went on to say that a sure-fire way for her boss to miss the message would be to send him an email, as I would be one of thousands he received daily. The likelihood that he would open, read and respond was small.
I followed the administrative assistant’s lead. I did receive a call back from the CEO, and was able to secure an appointment between him and my client’s CEO to meet at the upcoming NYC show.
What about those who never pick up the phone to connect with a prospect? Are those who don’t call actually missing out on a goldmine of potential opportunities? We would be interested in your experience.
Do you get better response by phone or email?