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How to Operate in a World Where Prospects
Don’t Answer the Phone
Michael Halper
Founder and CEO
SalesScripter
Your Biggest Challenge
Prospects often do not
answer the phone
• Decision makers are
often in meetings
• They let calls go to
voicemail
• Have phone
forwarded to a
gatekeeper
You can spend as much
as 80% of your time
trying to connect
• That is ok and what
is important to use a
mix of tactics so that
it is only 80% and not
100%
• Try to take a small
step forward with
each call/activity
Your Biggest Challenge
What You Can Do
• Multi-Touch
– Phone
– Voicemail
– Email
– Physical Mail
– Social Media
• Persistence
– Organizational
– Email Drip Marketing
– Call Cadence
– Content Marketing
Increase attempts
Don’t be a mile wide and
an inch deep
Don’t worry about
bothering or calling too
much
Get direct dial number
Don’t use direct dial
Call hours
•Try: 7-8, 12-1, 5-6
•Avoid 10 and 2
Use something to track
calls made and call backs
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
Use voicemail to educate
Goal is not to get a call
back or sell
Use mix of voicemails
and no voicemails to
have a high attempts
Follow up every voicemail
with an email
Email Tips:
•Try not to sound like a
salesperson in your
emails
•Don’t sell the product
•Try to sell the
conversation
Create email templates
•Pre-Call
•Post-Call
•Post-Voicemail
Create different versions
for your multiple passes
Use email guessing
process to get email
addresses if you don’t
have them
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
Prospects rarely receive
physical letters
Can look similar to your
prospecting emails
Hand-written letters add
an extra effect
Connect on social media
Stay active to broadcast
Like/share their content
Send direct messages
•Do not sell your product
•Sell the conversation
•Can be similar to your
pre-call emails
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Vertical Movement
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Horizontal Movement
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Organizational Movement
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Organizational Movement
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
View gatekeeper training
Name dropping
Be prepared for
objections
Treat the gatekeeper like
a prospect
•Ask pre-qualifying
questions
Get additional contacts
Get best time to call, way
to communicate
Get direct line phone
numbers
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Automated emails sent
periodically
Create a “Suspects” or
“Prospects” list
Add these prospects to
this email list and
continue to send emails
over a long period of time
Don’t send product
information and
promotions
Send information that is of
value
•Tips
•Industry news
•Humor
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Round 1
Answer
Call?
Go Through
Call Script
Do Not Leave
Voicemail
Send Pre-Call
Email #1
Step #1 FIrst
Cold Call
Start
Yes No
Start Pause 1 Day
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Round 2
1 Day Pause Expires
Yes No
Call Back
Go Through
Call Script
Leave Voicemail
#1
Send Post VM
Email #1
Answer
Call?
Pause 7
Days
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Round 3
7 Day Pause Expires
Yes No
Pause 7
Days
Call Back
Go Through
Call Script
Do Not Leave VM
5 – 10 times
Leave
Voicemail #2
Send Post
VM Email #2
Answer
Call?
After 1 week
or 5 - 10
attempts
Start Step 1
-Round 1 for New
Contact
Move Horizontally
and Laterally to
Find a New
Contact in
Organization
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Round 4
7 Day Pause Expires
Yes No
Call Back
Go Through
Call Script
Do Not Leave VM 5
to 10 Times
Leave
Voicemail #3
Send Post VM
Email #3
Potentially Close
Prospect as a Lead
and add to Email Drip
Campaign
Answer
Call?
After 1 week
or 5 - 10
attempts
Persistence
Organizational
Movement
Gatekeepers
Email Drip
Marketing
Call Cadence
Content
Marketing
Never stop producing and
broadcasting content
•Blog posts
•Ebooks / Whitepapers
•Press releases
•Videos
Make sure content offers
value
•Informational
•Entertaining
Deliver content through:
•Website
•Social Media
•Email Marketing
SalesScripter
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
SalesScripter
SalesScripter
If You Want More Help
• https://www.youtube.com/user/LaunchPadSol
• Or search Sales Scripter
• Over 130 videos
• Sales Prospecting 101 Training Program
• Webinars
• Sales Tips
• SalesScripter demo videos
• Subscribe
Step 1 – Go to our YouTube Channel
If You Want More Help
• Five ebooks
– Found at https://salesscripter.com/ebooks/
– Do’s and Don’ts of Cold Calling
– How to Get around Cold Call Objections
– How to Build a Value Proposition that Generates
Leads
– How to Build Sales Campaigns that Sell
– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM
SOLVED
– Found at http://www.amazon.com/The-Cold-
Calling-Equation-Problem/dp/1468173545
Step 2 – Get One of Our Books
If You Want More Help
• Free 30 day trial
– Found at https://salesscripter.com/members/signup
• Scripter Walk-Through
– 2 hour coaching session
– We answer all of the questions with you
– Included with an annual subscription
Step 3 – Sign up for SalesScripter Trial
If You Want More Help
• One-on-one Sales Coaching
• Sales Consulting
– Script development
– Strategy development
– Sales process development
• Sales Training
– Custom sales training programs
– Content aligned with your information in SalesScripter
– Delivered virtually or in-person
Step 4 – Contact us for Coaching, Consulting, or Training
Questions?
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
www.salesscripter.com

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How to operate in a world where prospects dont answer the phone2

Hinweis der Redaktion

  1. Alright, so let’s get to some tactics to deal with these gatekeepers. The first approach is to try to enlist their help in getting you to where you want to and try to get them to shift from blocking to helping. I know, easier said than done and this might not work with very difficult gatekeepers, but this can be the tactic to try first. It begins with presenting yourself as lost and needing help to get going in the right direction. Using language like, “Maybe you can help me here.” and “I am not really sure who I need to connect with.” you can sometimes create a scenario that invites more help from the gatekeeper. Part of the execution here is talking with a tonality that has a mix of lost and curiosity. To help with this, try talking with a puzzled look on your face when on the phone with a gatekeeper. The other thing that you can do is just very directly ask for advice from the gatekeeper on how to best engage or get around the organization, what process would work best, or how to best get time on the target prospect’s calendar