Get prospects to return your calls

1. More than once, state the name of a prominent person who referred you. Open the call, not with your own name, but with the referring party’s name.
3. Mention a specific point you want to talk with the prospect about.
4. Mention how the call will benefit them.
5. Suggest a specific date/time. This suggests that a returned call in that span won’t initiate long-term telephone tag.
6. Give the recipient the privilege of setting the preferred date/time. “I’m going to give you my e-mail address now. Will you please send me a short message, mentioning what day and time are convenient for us to talk? I will keep my line clear for your return call then.”
7. Promise to keep the return call brief.
8. Confine your message to three or four sentences, even with a receptionist. If the executive assistant or voice mail message identifies you as longwinded, you are less likely to get called back.
9. Say something that connects you with the prospect’s organization.
10. Give your phone number at the start of your message and again at the end. If the person missed jotting it down the first time, she has a second chance without replaying the message.
11. Say, “In case it’s better for you to return the call after hours, here is my cell phone number.” This doubles your access, and indicates you give service beyond closing time.

Source: Bill Lampton, Ph.D.