How do you get prospects that go silent to re-engage with you?
I've found that using a little humor will go a long way into getting your "missing in action" prospect to call you back.
The key is to have your message stand out and separate yourself from the rest of the sales pack that is calling and leaving messages with your prospect. If you're calling with the "just wanted to touch base" or "just wanted to check in and see if you had any questions — give me a call back — blah blah blah," your message is going to be ignored like the rest of them. Try adding a little humor into your messages and watch your callbacks increase.
You'll want to call and leave a voicemail first, then send them an email that references your voicemail.
Here are a couple examples that I personally use that have worked well:
Voicemail example 1:
"Hi (PROSPECT'S NAME) this is (YOUR NAME) with (YOUR COMPANY NAME) and I wanted to see if we're still on the short list, if we got kicked off the short list, or if the short list went up in smoke. Either way, would it be ok to ask if you would shoot me an email or give me a call to let me know where we are and what needs to happen next? You can reach me at (YOUR NUMBER). Again it's (YOUR NAME) with (YOUR COMPANY) and you can reach me at (YOUR NUMBER)."
Voicemail example 2:
"Hi (PROSPECT'S NAME) this is (YOUR NAME) with (YOUR COMPANY NAME). I've tried to reach you a few times but haven't heard back from you. Not sure if you've been abducted by aliens or have entered the witness protection program. Either way, would it be ok to ask if you would shoot me an email or give me a call to let me know where we are and what needs to happen next? You can reach me at (YOUR NUMBER). Again it's (YOUR NAME) with (YOUR COMPANY) and you can reach me at (YOUR NUMBER)."
These are just some example that can help break the ice and get a reaction that you can work with.
