Voice mail and caller ID have changed the landscape of telephone prospecting forever. It is not uncommon for a networker to make two dozen calls over a two hour time period and not reach even one person live. It is the world we live in now and the networkers who will take the time to learn the skills of leaving voice mail messages that get return calls will be the ones who succeed in the next several years.

Traditional sales training espoused the caveat that if you received someone's voice mail that you should not leave a message you should wait until the prospect answered the phone live! It is vital for you to realize that this is advice that was given in the 1970's and 80's when telephones were still attached to the wall by coaxial cable! This is outdated advice that doesn't work in today's Pentium-like environment. If you have the ability to sit at a phone all day long, every day and call your prospects at different time intervals you will eventually be able to reach them live. Most networkers don't have the luxury (or the tragedy) of having that kind of time to call that consistently. So the 21st century answer to the question of whether or not to leave a voice mail is this: always leave a voice mail every time you call. Yes, every time you call!

Today's prospect listens to their...