If you are responsible for outreach for your organization, you may call and not get an answer. Leaving a message is the hardest starting point to a qualified appointment to demonstrate a product or service. The next best course of action is to leave a voice mail that will encourage a call-back.
Use the following five techniques to create effective voice mail messages:
1. Intrigue your Outreach Target.
Don’t launch into a sales pitch. Describe the benefits of your product or service so that your outreach target is motivated to pick up the phone and call you back. Do not provide enough information for the outreach target to make a decision on the spot. Rather, offer a taste to pique their interest or let them know you’d like to ask a quick question.
2. Sound Confident.
You must sound confident and knowledgeable on the phone to provide the value proposition that motivates the outreach target to return your call. If you do not have an established relationship with the outreach target, don’t overstep the boundaries of a stranger. Don’t claim to understand all the outreach target’s business challenges.
Be polite to start building trust and outreach targets will begin to feel comfortable enough to share their challenges with you.
3. Be Memorable.
The absolute best, but most difficult way to stand out in a voicemail is to be truly memorable. Try to be a little different from the telemarketer who leaves a message something like this: “Hi, Jim. This is Leroy from Company X. The reason for my call today is to discuss blah blah blah…” Use voice inflection and tone to project your interest, and leave a message a personalized message. The idea is to make your outreach target need to call you back. You also have the opportunity to add a short personalized message that directly relates to the outreach target’s business or personal interests. If you don’t have this type of information, you may be reaching out prematurely.
4. Don’t Be Pushy.
There will be a time to handle objections and asking probing questions. Voice mail is not that time.
Don’t burden yourself or the outreach target by trying to outline service or product in detail and asserting how much your outreach target needs it. The reason is that they might not. The less you pitch, the better the voicemail will be received. Try to intrigue the outreach target, not overwhelm them, because, no one likes to be sold to.
5. Keep It Short.
Say what you have to say, and hang up. Keep it to 30 seconds or less. No one wants to listen to a three-minute voice mail and said: “I’m glad I did that. Everything I heard was important and impactful?” In most cases, people make a decision about whether or not they’ll return the call within 30 seconds.
To keep voicemails short, cut out any reference of failed attempts, such as, “I tried to call yesterday,” or “I sent you an email and never heard back.” Establishing a time limit force you to provide a compelling and concise voice mail that warrants a call back. End the voice mail by repeating your phone number twice, so your contact has a verification and can easily copy it down in one listen. Use these five tips to entice outreach targets to call you back.
Please “Like” and share your comments. Additional training resources are located here.