Leaving Answering machine Messages

June 23rd, 2009 Christy No comments

To Leave or Not to Leave a Message????

A friend of mine was disappointed in his conversion statistics on a debt settlement lead campaign; he shared his report and regret with me then asked my option of the debt settlement lead quality…

In my opinion I can see why he is disappointed, in his report he has “not interested” people and I guess more than a few “not qualified” people; I don’t know why they are not qualified, I thought that was weird, but I guess they are reaching some people. The leads not contacted received between 1 and 3 answering machine messages (over half of the leads). On a positive note, there are no big red flags that the leads are bogus or over sold or otherwise collectivized. They are targeted and phone verified and appear to be solid other than his lack of sales.

My knee jerk reaction was to send him an e-mail stating that “I’m surprised you are leaving that many voice mails. I think that’s going to kill your contact ratio and therefore the conversion ratio as well”.

He said: “I have not heard that leaving messages kills contact ratios………..I do think that dialing during the day to “catch them is smarter” but leaving a voice mail ONCE per day is wise so they can call back.”

With this said I decided to share my thoughts on the blog. Here is my feedback to him regarding messages. Please weigh in with your opinions and suggestions.

Historically leaving messages is really not recommended because the consumer now knows what the call is about and they can make up their own mind about what to do about the call. The consumer will begin to procrastinate calling back and think of all reasons why they will ‘take care of this later’, “there must be a catch”, “I’m not ready” or a myriad of other reasons to delay acting on the message that was left for them.  More times than not consumers put off taking care of their debt which is  a primary reason they are in trouble to begin with. Essentially leaving a message takes the sales person out of the equation; leaving a message means there is no one their to overcome objections, explain the benefits of the program,  or urge the consumer to finally make the move to become debt free. All successful sales require the sales person to control the conversation and lead the consumer to the sale; leaving messages puts 100% of the control in the consumers hands and further increases the chance of the consumer screening a call on a recognized number upon the next contact attempt. In my eyes it truly does kill the contact ratio. Not leaving messages actually incites more return calls from caller id. A good receptionist trained for this will hot transfer leads throughout the day.

To further make my point:

There is a golden rule about calling on leads; 3 things immediately happen in the consumer’s mind when they realize they are getting a call  from a ‘sales’ person 1. “What does this person want from me?” 2. “How much is this going to cost or obligate me?” and 3. “What if I do buy into this offer?”. This happens in the mind of ever consumer in every ‘sales’ call every time … this must be overcome before sale is made. To leave phone messages leaves the consumer with too much information, to much control, and a fearful attitude towards returning a call. Again, just my opinion, but I guess I feel pretty strong about it.

This particular buyer (friend of mine) may have had some luck leaving messages if they only deal with SEO generated leads because his leads are of consumers searching for debt help and actively looking for solutions. However, personally,  I would still refrain from leaving messages until I’ve tried to contact the lead several times and even then I would probably have to think about leaving a message. E-mail leads may be slightly more of an impulse  lead since the consumer is responding to an ad or a personalized e-mail and not particularly online specifically trying to rid themselves of debt; however I am mixing in some SEO leads. The closing ratio should still be good, but a tactical approach geared towards marketing method is always beneficial. If the advice is welcomed I would recommend taking my feedback into consideration and perhaps even a better cost per lead to pass on to your client to compensate for the difference between a search engine lead and a e-mail generated lead.

Well that’s my two cents (maybe 4 cents???).  I hope I didn’t push my will too much onto the greater debt universe. I know many of you have a lot of experience working debt leads yourself  ;)

-Christy

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The 3 focuses to achieve goals.

June 11th, 2009 Christy No comments

The following are basic aspects of discipline that will create a platform in achieving your goals.

Desire: “To long or hope for” This is a general definition that be a start for you to build a strong foundation or plan. Everybody has reasons for pursuing goals, what separates them is their determination and importance of that desire.

Act: You must perform a physical act in order to see a desired result. If you are looking to build a solid client base then you need to make calls, send emails, network to make your intentions clear in order to see a result.

Result: This is the culmination of a consistent series of actions. You decide the level of results by the intensity and persistence of your efforts. Some people go through great lengths to seek a desired result and to some it comes naturally.

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How to make a professional impression.

June 11th, 2009 Christy No comments

Whenever you need to make a professional impression with a prospect it always helps to understand how to overcome the natural resistance people have when speaking with someone new for the first time.

There are four different steps to accomplishing this:

Remove Call Reluctance- A prospect will initially be curious as to the nature of your intentions so they may ask about the nature of your call. This is a natural response. Focus on categorizing their needs by asking certain questions to diffuse any pressures to establish common ground. This could be a chance to use your subtle feminine charms.

Take notes on each conversation- This is an important rule to follow to remain attentive to details and find solutions. Small details make a significant impact with your prospect can make all the difference. Be sure to get all of their contact information, what their capacities are as a potential client, any distinguishing details that may help with building a relationship. A good tip is to have a small notepad and pen to take notes.

Date Pages- Set up a schedule for following up with your prospects. Document when the initial contact was, the details of the call and what the topic should be the next time you communicate with them.

Create a call/e-mail regimen- One the most efficient ways to organize and create a steady flow of contacts is to create a daily pattern for calling and responding by emails. This can be established either setting some time apart during the workday, or specifically assigning a block of time for making calls, follow ups, emails, etc.

By doing this consistently and continuously, you will create a network of understanding potential prospects that have established rapport to ensure possible future business.

About The Author:

Article written by a consultant of OCONCO Marketing, Inc., a full service marketing, lead generation, and targeted list company. For more information please see: http://www.oconcomarketing.com

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Call etiquette in business practices.

June 11th, 2009 Christy No comments

Professional impressions are important in generating business and establishing relationships with prospects. Business people must practice call etiquette in order to overcome the natural resistance they may have when speaking with you.

There are four different steps to accomplishing this:

Remove Call Reluctance- A prospect is curious as to the nature of your call. This is a natural response. Categorize their needs by asking certain questions to diffuse any pressures and create common ground, this is will help create a comfortable atmosphere.

Take notes on each conversation- This is an important rule to follow as it will show that you are attentive to details of the call and it will make finding a solution a lot easier. Sometimes the little things that you remember about your prospect can make all the difference. Be sure to get all of their contact information, what their capacities are as a potential client, any distinguishing details that may help with building a relationship. Keep a small notepad for quick references.

Date Pages- It is imperative to take some time to set up a schedule for following up with your prospects. Document when the initial contact was, the details of the call and what the topic should be the next time you communicate with them.

Create a call/e-mail regimen- One the most efficient ways to organize and create a steady flow of contacts is to create a daily pattern for calling and responding by emails. This can be established either setting some time apart during the workday, or specifically assigning a block of time for making calls, follow ups, emails, etc.

By doing this consistently and continuously, you will create a network of potential prospects with established a rapport to ensure possible future business.

About The Author:

Article written by a consultant of OCONCO Marketing, Inc., a full service marketing, lead generation, and targeted list company. For more information please see: http://www.oconcomarketing.com

Categories: Marketing Tips Tags: