Motivating Your Customers to Call You Back

A salesperson asks me, “I’m so frustrated, how do you create a voicemail that forces my customer to call me back?”


The answer is, you don’t. You can’t force customers to return your sales calls.

The best you can do is appeal to their motives.

Go back to what originally got you engaged with this customer. What was the value they shared with you on why they chose to do business with you? Was it the fact that you:

  1. Eliminated a risk?
  2. Made them look good?
  3. Drove more profitability?
  4. Made their life easier?

Then, when composing your new “killer” voicemail, apply the one motivation in the message that re-affirms why they did (and still do) business with you in the first place.

You will have a much better chance of “moving the needle” to get your customer to call you back.


P.S. If you never uncovered a motive to begin with — that’s why the customer is not calling you back.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).

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