If a lead returns your call after receiving a voicemail, what should you do?

Conducting the connect call as initially planned is the most effective response when a lead returns your call after receiving a voicemail. This approach allows you to maintain the intent and structure of your initial outreach. During a connect call, you can build rapport, establish a deeper understanding of the lead's needs, and guide the conversation towards how your product or service can address those needs.

By sticking to the original plan for the connect call, you create a consistent experience for the lead and demonstrate professionalism, which can enhance trust in your sales process. It also provides an excellent opportunity to ask questions, listen actively, and engage in a meaningful dialogue that can uncover valuable information about the lead’s situation.

However, simply shifting the conversation to email would miss the opportunity for a personalized interaction, and immediately jumping into an exploratory conversation could overlook important context. Inquiring about qualifications and authority is more narrowly focused and may not align with the overall goal of establishing rapport during an initial conversation. Thus, maintaining the structure of the connect call is crucial for effective engagement.