- 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.
- Mention a specific point you want to talk with the prospect about.
- Mention how the call will benefit them.
- Suggest a specific date/time. This suggests that a returned call in that span won’t initiate long-term telephone tag.
- 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.”
- Promise to keep the return call brief.
- 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.
- Say something that connects you with the prospect’s organization.
- 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.
- 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.