If you're honest with yourself, I bet there's been times when cold calling to prospects that you've felt relieved that you hit voicemail becuase you didn't know what to say if there was an answer. You were also not impressed to have to leave a message either due to the low return rates of voicemails.



You know that leaving voicemails means you probably won't get a return call. But it feels better than going back to the receptionist, who is likely to challenge you.

The Receptionist Gatekeeper

Receptionists are often expected to act as gatekeepers to protect employees from sales calls. So they often do challenge callers with questions like, "Who is this?" or "What is this in reference to?" or "Does he know you're calling?"

With the traditional cold calling mindset, you probably dread these challenges as much as you dread actually reaching your prospect directly on the phone. It's no wonder you tend to choose the path of least stress by leaving a voicemail. And then you go on to the next call on your list.

It can often feel like a big relief to leave voicemails becuase you don't have to deal with coming across like a salesperson to the other suspicious party. And by not going back to receptionists, you avoid being challenged by them as well.

So by the time the day is over, you might feel good because you've played the "numbers game." You've made a lot of calls. The need for "activity" has been satisfied. But you haven't really connected with anyone.

Ask for Help

In the new cold calling approach, you can go back to receptionists without freezing up when they start asking questions. You stay centered in the focus of wanting to help a prospect solve a problem. So you're easygoing, relaxed, and confident.

You might say something like this: "Hi, maybe you can help me for a minute? I'm trying to get a hold of Mike and got his voicemail. Would you know by any chance where he might be? At lunch, vacation, meeting, the toilet or even jokingly "the roof" to make them laugh?"

Now you've invited the receptionist to help you in the task of finding Mike. Most people like to help, and most receptionists will. Realize that by helping them with options it will be easier for them to help you.

Cold Calling Cell Phones?

Would you feel comfortable asking the receptionist for your prospect's cell phone number? Or does the idea of cold calling to a cell phone put knots in your stomach? Well, it's a fear that only comes along if your primary goal is to sell something. In other words, if you're still using the traditional sales mindset.

But once you master the new cold calling perspective, you'll feel comfortable calling anyone, any time, using any mode. You're trying to help someone solve a problem, and you're okay with any outcome.

So now you can feel comfortable asking for a prospect's cell phone number. You might ask the receptionist, for example, "Would you happen to have a paging system or his cell phone number by any chance?"

If the receptionist replies, "Sorry, we don't have those," then at that point you can say, "Thank you very much. I really appreciate your help." And then hang up, and call back another time.

The Very Last Resort

Once you've tried everything to locate your prospect, your last resort is to leave a voicemail message. When you do this well, you'll more than likely get a call back.

So instead of talking about yourself and what you have to offer, try something like this: "Hi Roger, maybe you can help me out for a second? I'm not sure if you're the right person or not, but I'm trying to reach the person responsible for reporting problems about manual filing systems. My name is Joe Doe, my number is..."

Try this alternative approach. Talk to the receptionist before leaving a voicemail message. And you'll be amazed at how often you navigate comfortably through "the system." Often, you'll be able to talk with your prospect after all. Or if not, you can leave the kind of voicemail message that really will invite a return call.