Most salespeople use boring or outdated voice and email methods, which leave them sounding just like every other salesperson in the world. I don’t know about you, but when someone sends me an email I’ll glance at it and if there’s value to it I’ll respond. If someone sends me a voicemail and I return the call it’s because that person has created an open loop in my brain that makes me want to call them back and close that loop. What is an open loop in the brain? An open loop is like watching a soap opera or one of those TV shows where there’s a cliffhanger at the end that leaves you thinking “What’s going on?” and makes you want to tune into the next episode. That is a typical open loop, where there are unanswered questions..
Here are a couple of situations and scripts to get someone to call you back:
The Situation: You want someone to call you back and up until this point you’ve made several attempts to contact them, but you haven’t been able to get them to respond and schedule an appointment with you. What you need to do is leave them a message that adds value instead of just saying the normal “Hey, I’m trying to give you a call again.” Everyone is busy and no one is going to just think “Oh, gosh. I didn’t call Tom back today, so I will call him now.” Generally, that is not on anyone’s mind, so you have to give them a reason to call you back.
The Script: “My business partner and I were just discussing your situation recently and I think we have a really good solution for you. Can you give me a call back at (insert your phone number)”
Imagine that! You receive that email and think “Oh, well Tom was thinking about me and he brought in a business partner to think about as well. And now they want to discuss something that will make my business better. Obviously there’s an open loop, and to close that loop in my brain I’m going to need to call back and get that information.”
When you start leaving messages like that, where you genuinely care about that person, then you leave that open loop and they will call you back. If you close the loop on the call, and tell them exactly what you were discussing and what the solution was, they’re not going to call you back and they may not do business with you. The whole point is to get them to call you back so you can schedule and appointment and in turn do business with them.
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The Situation: Let’s say someone contacted you, and for whatever reason you have been trying to get them on the phone and they just aren’t responding to your calls, emails or texts. What you want to do is leave a voicemail that is a little more aggressive in terms of getting them to call you back.
The Script: “Hey (insert their name), I got your email or your web inquiry about working with me on “xyz” problem that you’re having. I have a special program that I think would be a perfect fit for you, as it relates to (insert problem they’re having). Please give me a call back and I would be happy to fill you in on the details.”
If someone sends you an email saying, “Hey, I’m interested,” but then you try to get ahold of them and they just won’t respond to you, something like that will get a response nine times out of ten.
All in all, give people value and a reason to give you a call back, and that will in turn add value to you and your business.
