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It can be very frustrating when you fail to get a prospect on the phone. Worse still is when your prospect doesn’t return your call after you leave a voicemail. Fortunately, there are steps that you can take to increase the likelihood that you’ll get a response from your prospect. Below we list out top five tips:
►Use multiple mediums: Everyone has a preferred method of communication—some people enjoy talking on the phone, while others prefer e-mail. Your job as a salesperson is to accommodate your prospect’s preference. When you are leaving a voicemail, indicate that you will get in touch with your prospect via e-mail, in case that works better. There are a number of people who are more likely to respond to an e-mail that can be replied to at any time of day than a phone call during certain hours.
►Send a written note: While it sounds old-fashioned, everyone enjoys getting personal mail. Send your prospects a handwritten note after meeting with them. This will increase your likeability and make prospects more likely to respond to your efforts to get in touch further down the road.
►Use referrals: If someone referred a prospect to you, make sure to name-drop when you leave a message. Knowing that you have the person who made the referral in common can motivate the prospect to return your call.
►Schedule it: Let your prospect know the best time to contact you. For example, you might say in your message, “You can reach me between 4:00 p.m. and 7:00 p.m. Wednesday evening.” One reason people are reluctant to return calls is because they don’t want to get into a time-consuming game of phone tag. By letting the prospect know when you will be available to answer your phone, you are eliminating this concern.
►Be reassuring: It’s a good idea to let a prospect know in your voicemail that if they have decided to go with someone else’s services, that’s fine because you don’t want to pester them with follow-ups. Usually, they’ll return your call and either let you know that they have gone with someone else or tell you that they have yet to make a decision. Either way, it’s to your benefit to have this information so that if they have retained someone else’s services, you can devote your time to likelier prospects.
K. Justin Restaino is vice president of Titan List & Mailing Services Inc. For more than 15 years, he has led Titan’s Mortgage Division, helping lenders of all capacities grow their businesses utilizing targeted direct mail. With a specialized focus in refinance and purchase markets, Restaino has the insight for proper data and mail application for success. He may be reached by phone at (800) 544-8060, ext. 204 or e-mail firstname.lastname@example.org.
This article originally appeared in the June 2015 print edition of National Mortgage Professional Magazine.