This idea was born of a very interesting conversation with a networking contact. Our discovery was quite remarkable and shows the power of brainstorming. Two similar ideas used in different ways by each of us collide to create a new use for the same concept.

I had always taught salespeople to use a referral when ever possible in calling someone they don't know, even if that referral was only the receptionist. You might say something like: "Dave, Debbie told me that I needed to speak with you..."

We were discussing this and the subject of email subject lines when he tells me (Brilliant!) he tries to use some ones name (my reference idea above) in the subject line thus: "Re my conversation with Jack"

Immediately it dawned on us both that this is a great way to leave a voice mail message -- it's perfect.

When leaving a message for someone you don't know, you'd say:

"Hi Dave, this is Flyn Penoyer and I wanted to ask you a question about a conversation I had with Susan -- my number is 555-555-1212, I should be in all morning - could you please give me a call when you get this message."

Of course you need another name to make this work. So what you do is call and find an admin or someone else that will know your party and you ask the following qualification question about your target: "I understand Dave is or does bla bla bla." Even if the person can't confirm your qualification question you now can use the name in your voice mail message.

This message is concise, has a huge mystery sandwich built in, and doesn't give you away. Finally it's honest - you actually do want to know/verify that Dave is so and so or has such and such responsibility.

This is a near perfect solution to the voice mail question.

Your comments are welcome: Flyn@penoyer.com

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This webinar deals with the nature of the telephone selling environment and discusses the unique conditions created by the telephone such as lack of sight and control. A working knowledge of these concepts is necessary to the understanding execution of high level telephone selling. About 40 minutes.

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