Don’t be a voicemail manipulator

During my previous encounter with Dan’s company, one salesperson missed a scheduled online demo, while the other called me “Rick” in her voicemail and email. This, combined with the fact that Dan had left a misleading voicemail simply to get a return call, resulted in the conversation going downhill fast.

I despise salespeople who use manipulative tactics to get appointments or return calls. In my opinion, individuals such as this one give professional salespeople a bad reputation.

Misleading people to get them to return calls is not an effective long-term strategy—and, as my experience showed, not even an effective short-term strategy. You might get a return call, but it’s going to be really tough to earn your prospect’s trust and close the deal.

Do yourself a favor: Be honest, open and direct in your prospect communications. Otherwise you’re just wasting their time—and yours.

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• The case for voicemail
• Waiting by the phone? Six ways to get prospects to call you back
• Lying is not a strategy