When it comes to sales prospecting techniques, whether or not to leave voicemails and what to say on them if you do leave a message are controversial topics.

Everyone has a different opinion – and so, like any of these sales prospecting techniques, you must test them to see if they work for your product, industry and types of prospects who you are calling on.

Some businesses use this technology as an inexpensive way to screen unwanted calls from salespeople like you. Employees are not obligated to answer the phone – often, they’ll simply wait until the caller leaves a message and later decide if they will return the call or not.

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Avoid leaving messages the first time you call. If you must, make sure that the message is short, but that it gives the recipient all the necessary information – for example, your name, company, reason for calling, referrals if available, phone number. The key is to grab the attention of the prospect and generate interest so as to increase the chance that they will call you back.

For more on this, see the Focus On Your Prospects' Fears section of FEAR Selling.

Some experts who we have interviewed suggest that you tell your prospect on the voice message that you will call him again in a few days if he does not call you back. That way he is expecting your call and may pick up the phone next time you call.

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