Enterprise Nation

We saw this feature and thought you’d like it. Written by Jeffrey Gitomer, author of ‘The Sales Bible’, the subject goes a bit like this: how can you get an appointment, discuss a business transaction, or close a deal if you can't get a return phone call? Jeffrey offers answers to get that call returned.

Jeffrey suggests these top tips. You’ll see from reference to the ‘Knights game’ that this was really meant for a US audience but no matter which side of the Atlantic you’re on, everyone at some point will play the game of telephone tag.

1. Don't give your sales pitch on voice mail. Your objective is simply to make in-person or live telephone contact.
2. Leave your number and first name only (in a very businesslike manner). Calls are returned in inverse proportion to the amount of information left by the caller.
3. Be funny. Clean wit will get a response.
4. Offer fun. For example, you could leave a message like this: "I have two extra tickets to the Knights game, and I thought you might be interested. Please call me if you can't go so I can give the tickets to someone else."
5. If you've had a positive first meeting, remind the prospect where you met.
6. Dangle the carrot. Leave just enough information to entice. A similar tactic is to leave a half-message and hang up. Cut your message short with something like, "Your name came up in a conversation with Hugh." so the prospect will call back to find out the rest.
7. Ask a provocative or thought-provoking question.

I’m not sure about number 6 of leaving a half-message and then hanging up. But I’m going to give it a try. If anyone gets a half-baked message from me today, you’ll know why! – Emma Jones

• Jeffrey Gitomer