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February 03, 2011 at 07:00 PM
How many offices are in your immediate vicinity? With all these offices and purportedly all of the people who work in these offices, where, oh, where are all of the prospects?
You know what I mean. You call and reach voicemail. And again. And again. What’s going on? There are no pat solutions to this problem, but there are a few things you can do to improve your “reach rate.” Here are just a few:
1. Place calls early in the morning after “traditional” office hours or even at lunch. You may have a better chance of the prospect picking up his or her phone at these “odd” times. During the busy part of the day, getting to someone before his or her day has started or after it has ended is often successful.
2. Deploy e-mail after the second or third call attempt. Mention you’ve tried to reach him or her by phone and you would like to schedule a phone appointment. Give specific dates and times, and make it easy for him or her to hit “reply” and give an OK.
