Would you use these voicemail strategies?

Busy corporate decision makers rarely return phone calls these days. It's a real challenge for those of us who sell. When my own business tanked a few years ago, I experimented with many strategies before discovering what worked.

I should have just listened to sales guru Jeffrey Gitomer, author of The Little Red Book of Selling.

So what do you think?  Does the end justify the means? Is it appropriate to use these misleading approaches if they result in you getting a returned call?

Here are some of my ideas on the topic:

• 3 Strategies for Curing Connectile Dysfunction
• Use the News: How to Create New Opportunities Fast
• Why This Voicemail Failed
• Audio Program: Creating Enticing Voicemails

P.S. Many thanks to Ed McLean's Sales Itch blog for letting me know about this YouTube segment.

Comments

[Tom]

I guess, I'm too much of a straighshooter for this kind of messages. If I have to use such tricks to meet a peer to compare notes and discover whether or not we have a basis for working together, then I won't be seen as a peer but as a peddler. It will be an instant superior (buyer) subordinate (seller) relationship.

And what's the point in meeting a buyer if I screw up my positioning as a peer in the process?

While this may work in the B2C world, I think B2B buyers are far too skilled not to smell the rat and recognise our phoney intention.

[Steven Muncy]

I have many arguments with colleagues about professional sales. I do not see it as a battle of adversaries. These techniques may be worthwhile for one-time sales, but B2B are usually about developing a long-term relationship with predictable repeat sales.

If you have to resort the mentioned strategies, you really don't have much to sell.

[Daniel Sitter, Idea Seller]

Although entertaining and amusing, I doubt if Jeffrey uses these techniques himself. They just aren't genuine and leave the nuance of a "used car salesman" stereotype.

I too have had my share of frustrations over non-returned calls. As far as proposals are concerned, my experience tells me that the more interested they are, the faster they call back, or even initiate the call!

The technique that has worked best for me is to develop a relationship with my prospect's assistant or gatekeeper. They are usually far more accessable and generally receptive to professionals.

If I successfully "sell" them on my proposal or ideas, I know that they will take it to their boss, and he/she will be calling me!

[Scott]

This is ridiculous. You might get some short term gain but lose the long term relationship. So much of selling these days is predicated on being a "trusted advisor" to your client, helping them navigate options, selecting the best choice FOR THEM, and coming to a mutually beneficial agreement. How can you accomplish them by lying and misleading your customer on the front end? This is not the way to gain trust or credibility and I would think most savvy business people today see right through this junk.

[pete]

Tacky. I am so glad I am out of the sales game.

[james]

personally, i think it's quite funny.

what i'm seriously surprised about is j. gitomer making this suggestion. he's the one always droning on and on (and on and on) about building a business relationship.

well, i'm pretty sure if he tried this out, he'd get slammed in the face. i could be wrong though; his name is building some pretty good clout.

is it just me or has anyone else noticed how gitomer's quality of work has been in decline?

[David N.]

Tricks, gimmicks, schemes. A good way to make a prospect feel like they've been taken advantage of, and make yourself look bad. A previous commenter said it well when he described how these techniques would lead to ultimately being seen as a peddler, not a peer.

[Ed The Radio Guy]

Anyone who has seen one of Gitomer's presentations or read his work, knows that he is all about fun and being different or unconventional. In his full presentation and books on the subject of getting calls returned, he discusses a number of other ideas that are less controversial, but extremely effective, along with these riskier ideas.

You guys need to lighten up and have more fun.

And Jill, is it a good idea to knock the competition?

[Personal Growth]

Hey Jill,

I enjoy my sales skills...all almost all tricks...and all my customers are satisfied with my service...and get a lot of referrals too..

[Ed McLean]

We have all been in the rough and tumble of cold calling, so it's quite entertaining to hear some edgy ideas, but frankly I see these "techniques" literally as jokes. Is he actually suggesting that a sales person should do this?

This video really made me laugh, but I wouldn't use these ideas myself.

[Jay Griffin]

I enjoy Jeffrey's books and the few videos I've seen of him. On one hand, I can see how these types of calls could get attention but they also have a kind of 'spammy' ring to them.

I would not use these techniques purely as a tactic--the effort of doing this would be lost if you haven't done your research and truly have a compelling offer.

I've never gotten a good phone solicitation--they've either been caller-centric time wasters or carefully scripted manipulative traps. I suppose in light of what I usually get, I might think about returning a call like Jeffrey's just because it was so different.