How to Combine Phone Calls with Digital Options Tip #2

woman talking on the phone

When I officially embraced my alter ego, The Phone Lady, back in 2006, the skills involved in reaching someone on the phone were vastly different than they are today.

In fact, if I were still teaching those skills, well, I’d no longer be in business.

To stay current, I’ve always taken on one large sales project a year or several small ones. This involves designing, researching and executing a sales strategy for a client that includes phone communication.

Approximately eight years ago, while attempting to reach senior executives in the textile industry in Manhattan and Long Island, none of my then-current skills worked. This became my testing ground for combining multiple mediums to reach decision-makers. And, at the moment, this approach is still working.

Why is it necessary to combine multiple mediums? What is the cadence that works?

Today, with the ability to communicate via phone, email, text, and social media, we really don’t know who is checking what and when. Some people check voicemail; some don’t. Some are email-focused, and others respond quickly to text. Still others send quick messages through social media, such as LinkedIn.

The hybrid workforce has also had an impact. Members of a hybrid team spend a lot of time focused on internal communication using platforms such as Slack, which lessens their ability to respond to emails.

When you really want to reach someone, you must approach them in multiple ways so that they receive your message in the format of their choice.

Here’s what’s working best for myself and my clients:

  1. Leave a voicemail. Why? They may pick it up. More importantly, the sound of your voice contains a lot of information. It conveys your interest and enthusiasm and, in today’s AI world, the fact that you are a real person. End that voicemail with a statement such as, “I’m also going to take the liberty of sending you an email, so look for me in your inbox.” This could also be, “I’m also going to take the liberty of sending you a text, so look for me there.” Oh yes, be prepared to have the conversation in case, instead of reaching voicemail, they actually answer the phone! (Uncomfortable with leaving messages? This post offers more options to increase your confidence.)
  2. Send the email (or text) immediately after you leave the voicemail. Why? To be honest, I’m not sure. I only know that when I left voicemails in the morning and followed up with emails later in the day, I did not connect with as many individuals as when I sent them one right after the other. The email subject line, which assists with staying out of spam, is simply, “My Voicemail Message Earlier Today”. In this message, it is ideal to provide a link to your calendar. This allows the person to choose the time based on their availability. It also gives you the ability to book a video call instead of a phone conversation.
  3. Send a message on LinkedIn if you work in the business-to-business space. Not connected to them on LinkedIn? Don’t hesitate to send an invitation along with a short note (when this is an available option).

These three steps take more time than choosing only one option. However, they also result in more connections and conversations. They offer an easy way for those who experience phone anxiety to support new skills while incorporating their digital expertise.

How are you working with all of our available communication options? Share your thoughts and tactics below. Your input is always valued.

Closing a sale is the natural outcome of inspiring great conversations and listening intently to our potential customers.

This natural approach still involves a process – a plan that moves potential customers through a journey of discovery with you. So ... what's your process? And am I the right sales coach for you? Let's find out.

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What's The Phone Lady doing?

 

  • Remote learning experiences + one-on-one coaching for women entrepreneurs (More info about this three-year program here.)
  • Team and individual coaching with a national moving company to refine their sales process
  • Remote half-day training for provincial tourism representatives
  • Remote seven-part sales training program for US-based SaaS
  • Remote webinar on accounts receivable communication for industrial-services company
  • Remote webinar on validation to college students in entrepreneur program
  • In-person workshop on job search skills for women in the trades
  • Remote half-day webinar on written correspondence to customers

Do you or your team want to improve your communication skills? Do you have a communication question or challenge you'd like to discuss? This quick-to-fill-out form is easy to use and you'll hear from Mary Jane very soon.