Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

CUTTING YOUR LOSSES

After a couple of your dynamite voice mails have been ignored, try contacting the all-powerful gatekeeper or administrative assistant again (you have a record of her or his name, right?) and ask for help in seeing if there is a time or day when you might have success talking with Ms. Target live. Something like this usually works:

“Hi, Pat. It’s Wendy Winner from Widget World. I’m hoping you can help me: I’ve been trying to get Mr. Target on the phone, and I keep missing him. Any ideas about when is the best time and day to reach him?” [Pause for a second as if this just occurred to you.] “Or is there another number I could try, like his cell phone, maybe, or his e-mail?”

Remember to thank Pat genuinely for whatever information ...