Note: for a good resource, paste this url in your browser: http://www.sellingtobigcompanies.com/sales-tools/reports/strongValueProp.php

3. Share an Insightful Idea Nothing is more tempting to future customers than an idea that can help them achieve their goals or solve their pressing problems. You have to do some pre-work to use this approach, but oooooh, it is seductive.

When you leave a voicemail, don't tell your customers everything. Only tell them enough to get them drooling to learn more.

To be enticing with a thought-provoking idea, you combine it with some facts you've gathered from your research of their business and your value proposition. Examples might be:

•"Over past month, I've invested a great deal of time studying your website and what you're trying to accomplish with it. Based on my analysis, I have some interesting ideas regarding how you could leverage it to create additional revenue opportunities."

•"I've been following your firm closely for past six months, since its merger with Beta Industries. After hearing about your recent round of lay-offs, I have some ideas that I'd like to share with you regarding how you can reduce risks of potential legal action."

4. Dangle Important Information Do you know something that your prospective clients don't? If so, let them know you have this lucrative information. What tempts prospective buyers? They're always interested in learning more about:

•Their customers •Competitors •Industry trends •Visionary ideas.

If you have access to this knowledge, use it. One of my clients recently used this strategy to land appointments with hard to reach decision makers. Essentially, here's what they said:

"We recently conducted a study of how your customer's needs are changing relative to decisions on group life insurance. I'd like to set up a time to review some of key points with you. I know people in your firm will be very interested in what we've uncovered."

5. Conclude with Confidence Today's buyers won't waste time helping you learn about their business. Nor do they want to hear your product/service pitch. Enticing voicemail messages must end with strength, that customers will get immediate value if they meet with you.

Several options that have proven to be effective include:

•"We need to talk. The savings I'm talking about can drop right to your bottom line. Give me a call at 651-429-1922 and we'll set up a time to get together."

•"While I can't promise you exact same results, I can assure you that it will be worth your time. My number is 651-429-1922. Give me a call and we'll set up a time to get together."

•"If you'd like to find out how (big, well-known company in related industry) have utilized similar ideas to gain significant market share, you can reach me at 651-429-1922. I look forward to getting together.

Please notice how these closures demonstrate a quiet confidence and assuredness in value of an appointment.

SUMMARY Are you ready to be enticing? As you can see, it requires some serious thinking, a good understanding of your business case and panache to pull it off as a professional.

While strategies discussed don't ensure a callback, they will guarantee that you stand out from crowd. Creating a series of these enticing messages enables you to penetrate your customer's natural defenses. When you do actually connect, getting an appointment should be natural next step.

And, don't be too surprised if you pick up phone some day and it's your prospective customer - begging to meet with you!

Jill Konrath helps salespeople get their foot in the door and win big contracts in the corporate market. Sign up for her free e-newsletter by sending an email to jill@sellingtobigcompanies.com . You get a free "Sales Call Planning Guide" ($19.95 value) when you subscribe.

Test every idea you come up with from your customer's perspective. Think: If I said or did this, how would my customer interpret it or react? Only their perception is important - not what you meant. Make your changes before call to increase your success.

7. Minimize Opportunity Leakage Unless customers can explicitly state business value of your offering in concrete terms your opportunity can easily evaporate into thin air - even if they appear highly interested.

To increase your order rate, ask questions such as: Why would this help you? What value would you get from this service? What are primary benefits you would realize from my product/service? This cements value in their brain.

8. Make Follow-up Meetings Concrete Don't ever leave a meeting without scheduling your next one - or you may never catch up with your customer again. They're running from meeting-to-meeting, busy handling way too many projects.

The longer it takes to reschedule, more their desire for your offering fades. Get meeting on both your calendars now - even if it's just to talk on phone.

9. Always Debrief Your Sales Calls This is only way you can get better. Ask yourself: a) what went well? b) where did I run into problems? and c) what could I do next time to get even better results?

This is absolutely only way you will improve. Sales is a grand experiment – customers change, markets change, your offerings change, and so does your knowledge base. Unless you're continually learning, you're losing ground.

10. Reframe Your Attitude Stop blaming economy or anything else for your problems. There are many things totally within your control. Approach all tough sales situations with a "what's possible" or "how can I?" mindset. If you're stuck, brainstorm with friends or colleagues.

Accept 100% responsibility for your sales success and continually be on lookout for creative approaches to take your business to next level.

Jill Konrath helps salespeople get their foot in the door and win big contracts in the corporate market. Sign up for her free e-newsletter by sending an email to jill@sellingtobigcompanies.com . You get a free "Sales Call Planning Guide" ($19.95 value) when you subscribe.