In today’s world of communication is a voicemail sufficient enough? What is acceptable when trying to get in touch with a prospect? Prospects do screen your calls with Caller ID, especially the first time called, because they don’t recognize the number. What other steps can a salesperson or insurance agent take to reach a potential prospect? Are they even listening to your messages? How many messages should I leave? Let’s explore some options.

I believe you should cover all of your bases from the beginning when it comes to leaving messages. First leave a voicemail explaining who you are, why you are calling and how you can help. This is the most common way to leave a message.  The second is to follow up with an email stating the same and that you left a voicemail message as well and you look forward to speaking with them soon. The third is to send a connection request on LinkedIn. This is important for two reasons. First, it shows them you did your homework about them before you made the call, so you do know how to help them. Second, it gives them a chance to check you out to see your credentials as well before returning your call. The fourth way is to leave a Twitter notification for them. The last is to send them a quick postcard, stating you are looking forward to speaking with them. There is truly something about the sensation of a voicemail, email, snail mail, LinkedIn/Twitter messages that almost makes the prospect feel they know you when you do connect.

What to do if they ignore all of these on the first round? People are busy and it could just be a timing thing. You should leave a second voicemail message stating you realize they are busy and you are willing to keep trying until you make a connection. In most cases, this message will get a returned call if they believe you are not going away even if you do. The second email is appropriate as a follow up as well. Also sending a last postcard as a second try is appropriate.

When constructing your messages it is important to pique the interest of the client with your product or service. If you are too mysterious with the information, suspensions will be raised and your call may not be returned. If you leave a mini-sales pitch, the prospect is at risk to jump to a conclusion and not return your call for a sales or insurance appointment. Ask yourself when reading back your message “is this the type of message I would return? Why?”

Lastly, realize not every prospect is right for your product or service or the timing may be bad. have a good plan to follow up months from now as well. However, you must recognize when it is time to move on to the next prospect.  Remember, “some will, some won’t, so what, next!”

“The difference between try and triumph is a little umph”—Anonymous

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Tim Wilhoit is owner/principal of Your Friend 4 Life Insurance Agency in Nashville, TN. He is a family man, father of 3, entrepreneur, insurance agent, life insurance broker, salesman, sales trainer, recruiter, public speaker, blogger and team leader with over 25 years of experience in sales and marketing in the insurance and beverage industries.