Producers of big Broadway musicals can be brutal during auditions. An anxious wanna-be star, after rehearsing his audition song
for weeks, steps onstage. He opens his mouth to sing. After a few
notes, the heartless producer shouts, "Thank you. NEEEXXXT!"
Dreams of stardom dashed in ten seconds!
Businesspeople's professional dreams can also be dashed in the
first ten seconds of their "audition." Their audition is the message
they leave on someone else's answering machine.
Competent businesspeople wouldn't dream of sending a messy
handwritten business letter to a VIP on cheap yellow-stained paper
and expect a response. They know the recipient would toss it in
the trash. Nevertheless, some of these same folks will leave a lackluster message on a VIP's voice mail and expect a callback. No one
ever told them that big winners scrutinize messages on their voice
mail with the same consideration of a big Broadway producer. If
you sound good, you've got a chance. If you don't, you are fastforwarded out of their life.
Salespeople, suitors, candidates, and competitors who leave
crisp, intelligent, upbeat messages on voice mail get called back.
Losers with lackluster tones and uncrafted messages never hear
from Mr. or Ms. Make It Happen. Make sure your message
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How to Get Them to
Call You Back
✰67
07 (229-264B) part seven 8/14/03 9:19 AM Page 252
Copyright 2003 by Leil Lowndes. Click Here for Terms of Use.
reflects three Cs: Confidence, Clarity, and Credibility. In addition,
make it entice, entertain, or interest the listener. A flat "This is Joe,
call me back" doesn't score with big winners.
Stay Tuned For . . .
Radio DJs use tricks to keep their listeners tuned in. Top salespeople have similar little tricks to entice prospects to call them
back. Here's one called a cliff-hanger. To make sure listeners won't
switch stations during the radio commercial, the broadcaster
throws out a mini-mystery: "And right after the commercial we'll
be back with the winning ticket . . . It could be yours . . . Stay
tuned!" Whenever you leave a voice mail message for anyone, try
to include a cliff-hanger: "Hi, Harry, this is Andrew. I have the
answer to that question you asked me last week." Or "Hi Diane,
this is Betsy. I have some big news about that project we were discussing." Now Harry and Diane have a reason to call Andrew and
Betsy back.
Pitch personality into your message, too. Picture the people
listening to it. Say something to pique their curiosity or make them
smile. The message you leave is your ten-second audition. Make
it good.
How to Get Them to Call You Back 253
Technique #67
Your Ten-Second Audition
While dialing, clear your throat. If an answering
machine picks up, pretend the beep is a big Broadway
producer saying "Nexxxt." Now you're on. This is Your
Ten-Second Audition to prove you are worthy of a
quick callback.
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Incidentally, if someone's voice mail unexpectedly comes on
and you are unprepared, quickly hang up (before the beep so they
don't get a hang-up message.) Take a moment to craft your entertaining, enticing, or interesting message. Rehearse it once with
confidence, clarity, and charisma. Then redial to leave your great
hot message.
A funny thing happens. If your party answers this time, you'll
be disappointed.