You’ve probably heard of Casper the Friendly Ghost, but you probably also know that being ghosted in sales is anything but friendly.

Studies and surveys in the sales industry consistently show that a significant percentage of prospects do not return sales calls. Here’s an overview of the data:

• Approximately 50-60% of prospects never return a salesperson’s call. This statistic can vary depending on the industry and the nature of the sales process.
• A study by InsideSales.com finds that over 50% of sales calls go unanswered and unreturned.
• The Brevet Group reports that 80% of sales require five follow-up calls after the initial meeting, but 44% of salespeople give up after one follow-up.

It can all sound overwhelming or disheartening, can’t it? It doesn’t have to. You can increase the chances of your call being returned and decrease the chance of being ghosted.

How To Increase the Chances of Getting a Sales Call Returned

You’re not destined to be ghosted. Here are several sales optimization techniques you can use will increase your chances of getting a call back.

1. Effective Voicemail Techniques

• Keep it short and clear. Leave concise and clear messages that respect the prospect’s time. Being efficient is a key factor in sales lead management.
• Personalization matters. Reference something specific to the prospect’s business or industry to show you’ve done your homework.
• End with a clear call to action, like scheduling a specific time for a call-back.

Example: “Hi [Prospect’s Name], this is [Your Name] from [Your Company]. I noticed that [specific observation about their business]. I believe we can help you [specific benefit]. Please give me a call back at [your number] so we can discuss this further. Looking forward to speaking with you!”

2. Use Multiple Channels

• Email: Follow up with an email that references your call. Include value propositions and relevant information that might prompt a response.
• Social Media: Connect with prospects on LinkedIn or other professional networks to increase your visibility and engagement.
• Text Messages: If appropriate, send a brief and polite text message as a follow-up.

Example: “Hi [Prospect’s Name], I left you a voicemail earlier about [specific benefit]. Please check your email for more details. Looking forward to connecting!”

3. Provide Value in Every Interaction

• Share educational content such as articles, case studies, or whitepapers that are relevant to the prospect’s industry or pain points.
• Solve problems and address specific challenges that the prospect is facing. Offer insights or solutions, even if it’s just preliminary information.

Example: “Hi [Prospect’s Name], this is [Your Name] again. I wanted to share a case study on how we helped a company similar to yours with [specific issue]. I think you’ll find it very insightful. Looking forward to your feedback!”

4. Optimize Timing

• Certain times are better to call than others. Studies suggest that calling on Wednesday and Thursday mornings can yield better results.
• Be persistent. Follow up consistently but not too aggressively. A good rule of thumb is to follow up every few days initially, then weekly, and finally bi-weekly.

Data:

• Research by CallHippo found that Wednesday and Thursday are the best days to contact leads, with the optimal time being between 10-11 a.m.
• According to InsideSales.com, making calls between 4-5 p.m. can also be effective.
• Use these facts to improve your sales lead management and boost the likelihood of getting your sales calls answered.

5. Leverage CRM Tools

• Use CRM tools to set automated reminders for follow-ups to ensure no prospect falls through the cracks. The right CRM for sales can help improve your chances.
• Keep detailed notes of each interaction to personalize future communications and demonstrate attention to detail.

There is no magic sales optimization bullet or one approach that is going to work every time.

However, nothing beats good old persistence and hard work. You have to be mentally prepared to stay in the game and continue to value every lead you have, no matter where it is in your pipeline.

Don’t fall into the trap of getting too invested in new leads. Remember, all of those old leads that are now dead were fresh new leads you were excited about at one time. Keep the same level of excitement about every lead no matter where they are in the process.

While approximately 50-60% of prospects may not initially respond, refining your approach and leveraging multiple channels can make a substantial difference in your overall success rates.

The statistics may make it seem overwhelming, but at the end of the day, you still have a great degree of control over what happens next. One thing we know for sure is that nothing happens when you do nothing.

As Sir Isaac Newton said, a body in motion stays in motion. So keep working every lead!