Being A Pain In The Ass Isn’t A Strategy

by Paul Castain on April 21, 2017

I’ve been noticing a bit of a trend lately.  I even stepped back, counted to 10 and asked other execs for their thoughts before showing up with my soapbox to complain.

There’s this tactic where you call a potential client, and after you leave a voicemail, you immediately email referencing the voicemail.

That’s a “double tap”!

First of all, congrats because you’ve now pissed off a prospect, on two fronts, inside of two minutes and B, ( I meant to say that) Why?

The popular feeling is that execs don’t check voicemail. What BS! The correct answer is, some do, some don’t. And just to satisfy my inner wise ass . . . if you truly believe that, then why not skip the foreplay and just send an email?

Other reps tell me that this is a part of being “persistent” and execs like persistence. Not when it becomes harassment. That’s how you condition your potential client to disregard and delete you!

And there’s the “Triple Tap”;

This is when you leave a voicemail, send an email referencing the voicemail and then send a LinkedIn invite, referencing the voicemail.

Can you say “stalker”?

Can you say “desperate”?

Can you say “I think you’re incapable of checking your voicemail so I’m going to treat you like a child”?

Oh, and at this point, after you harassed the sh*t out of me, it better be a voicemail from a porn star.

Antidote For Annoying

Stop thinking in terms of a cold calling “double tap” (or “triple tap”) and think time phased/multiple touch. You, know, courtship?

Put a little room for everyone to breathe within your call cadence.

Truth be told, I love the idea of changing it up and contacting me via email after a phone attempt. I even like the idea of you calling me, then mailing me something, reaching out on LinkedIn etc. That’s smart. Why? Because everyone has their preferred venue of communication and we should never limit ourselves by only embracing one;

Just give your messaging a chance to breathe

And please don’t take this as an invitation NOT to have urgency, just know when you might be in need of a little “take it down a notch”;

Especially when your idea of urgency is a second and third touch a few minutes after you left me a voicemail.

Aside from annoying, you’re now teetering on desperate and that’s NOT the vibe you want to create in sales.

The real shame here is that you might have the greatest solution to a prospect’s biggest challenge. If you serve it up with a side order of “pest”, everybody loses as you get sent into the wonderful world of “delete”!

We’ll be talking about a much better communication plan (you do have one now, right?) in our Prospect Like A Pro, online program starting May 4th, at 11:30 am EST.

By joining us, you’ll gain access to;

  • 30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
  • How to research quickly and efficiently so it doesn’t become your life’s work.
  • 33 ways to approach a potential client.
  • 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
  • Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
  • 15 email templates that get opened, read and responded to.
  • How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
  • How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
  • 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
  • A 3 step formula for responding to 95% of the objections you get on a regular basis.
  • 3 really cool tactics to use when someone asks you to send them information.
  • 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Please click HERE to learn more!

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