More and more sales reps are complaining to me that they are getting stuck, can’t get through,
can’t make direct contact and can’t get a return call. And, if I can be frank, it’s no wonder!
Have you listened to the quality of the voice mail messages being left by sales reps who
call your office or home? I have. If the calls I am receiving are any indication, it’s no
wonder you may be having trouble.
Let’s start at the very beginning… A good voice mail must be prepared in advance, delivered
with confidence and take up no more than 45 seconds (30 seconds is best). Most decision makers
delete messages after 30 seconds. If your "call to action" comes after 30 seconds, chances
are it’s being missed completely.
Sadly, the majority of voice mails I listened to from reps calling our office and many of
the recordings I monitor for my clients sound like they are being prepared the minute the
voice mail picks up. Your client can not be confident in you if your first words are "AHHHHH"
or "UGHHH". If you are not prepared in advance, that’s exactly what you will do.
A profitable voice mail has 4 components. Your name. Your company name. Honest Intrigue.
And a call to action. Let’s take a look at some ideas that can help you turn voice mail
from a profit sucking to a profit creating tool.
A Reference….
Bob, this is Colleen from Engage Selling. Mike Smith asked me to give you a call regarding
how we helped them increase sales while decreasing price discounting. Sorry I missed you.
I will call you back Monday at 10am.
Asking for help…
Susan,, This is Colleen from ABC, hoping you can help me with some research I am doing
on the ABC project. I am told you are the resident expert. Sorry I missed you. I
will call you back Monday at 10am
Offering an idea…
Mike, this is Colleen from ABC. After working with (other company in the prospect’s industry)
I have an idea to run by you that might significantly impact the way you run your student
programs. Sorry I missed you. I will call you back Monday at 10am.
Asking a question…
Hi Nancy, This is Colleen Francis from ABC. I have a question that I believe only you
can answer concerning the new IT equipment being purchased for your research lab. Sorry
I missed you. I will call you back Monday at 10am.
Being an insider…
Hi John, This is Colleen from Engage. I was speaking with Mark Smith, the head of your
Accounting Department, and he suggested I call you concerning the new X project. Sorry
I missed you. I will call you back Monday at 10am.
As a different option, try these next three ideas as more advance voice mail strategies.
They are more advanced because you must have great documentation and the ability to react
quickly upon the return call. The success of these three strategies relies 100% on your ability
to deliver the response to the return call (because you will get return calls).
Strategy 1
Your message: Hi Bob this is Colleen Francis from Acme calling about
ABC Company. Will you please return my call at 555-1212? Thank you."Return call from prospect: Hi Colleen? I’m returning your call about
ABC Company.Your response: Great! Thanks for calling me back. ABC Company
is a client of ours where we have provided leasing services to increase ROI by Y percent.
Because you are in a similar industry, I thought we might be able to help your company
in the same way. Are you available to meet next Thursday at 10 a.m. for about 30 minutes
to discuss this further?"
Strategy 2
Your message: Hi Bob this is Colleen Francis from Acme calling
about your current leases (IT equipment). I’m not sure if yours is a confidential
voice mail so I will not leave a message. You can reach me at 555-1212. Thank you."Return call from prospect: Hi Colleen? I’m returning your call.
Your response Great! Thanks for calling me back. I didn’t want to leave
a message because I was concerned about who at ABC might have access to your financial
information
Strategy 3
Your message: Hi Bob this is Colleen Francis from Acme calling
about the documentation you filed in May. I’m not sure if yours is a confidential
voice mail so maybe I won’t leave a detailed message today. You can reach me at 555-1212.
Thank you.Return call from prospect: Hi Colleen? I’m returning your call?
Your response Hi Bob thanks for calling me back. Sorry for the cryptic
message. I didn’t want to leave details in case others in the organization didn’t know
about the expansion plan. I noticed that you filed a certificate of need on May
Take these ideas and make them your own. We know they work. Engage clients all over the
world are using them and receiving massive success. So unless you are receiving an 80% call
back ratio from your voice mails or better…you owe it to yourself to try something new! Stayed
tuned and I’ll reveal the top 8 voicemail sins you are likely committing.