First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail. That kind of thinking will only suck the life out of you when you don’t see it happening.
Watch the video to learn more insights:
Set your expectations on not using voicemail to close the sale, but rather, using voicemail to propel the process forward. Second, understand that the voicemail, by itself, that you’re leaving will have little impact; however, when used in conjunction with other messages, it will have a big impact.
The perfect voicemail builds the person’s confidence in you. Why? Because of these 3 things: the message is short, of interest to the person listening and spoken with confidence.
Your voicemail is broken into 3 parts:
-Greeting
-Message
-Call to action
Surprisingly enough, you can do all 3 of these things and still keep the message under 20 seconds. In my book, High-Profit Prospecting, I share voicemail samples and in this blog’s video, I break this process down even further. Here is a summary of the process and what it looks like:
The greeting is a very simple statement of you stating the person’s name, your name and your company. No need to bore them with your title or anything else. The key is to save as much time for the message part as possible.
Next, the message is the meat and consists of one sentence, most likely. In this part, you tell them that you have the information or insights to help them with whatever issue they’re dealing with. Or, ask them a question about a key item on their list. For example you may say, “Susan, I have new information regarding changes in the regulations set to take place next month, and I would be happy to share them with you.”
Finally, the call to action should be viewed as the bridge between your message and what you want them to do. Commonly, this part includes asking them to contact you. For instance, “Susan, call me at 555-555-5555 and I’ll share the information with you. Thank you again, this is Mark Hunter, with The Sales Hunter at 555-555-5555.”
Now, here is an example of a full length voicemail message with all 3 parts:
“Susan, I’m Mark Hunter, The Sales Hunter. I have new information regarding changes in the regulations set to take effect next month, and I would be happy to share them with you. Call me at 555-555-5555 and I’ll share the information with you. Thank you Susan, again, this is Mark Hunter, The Sales Hunter at 555-555-5555.”
Read the example and you’ll see that it can done in less than 20 seconds. It delivers on each part of a good voicemail including the greeting, the message and the call to action. It’s not complicated. All it takes is for you to be organized in your delivery.
The more voicemails you leave following this process, the more confident you will become in leaving them. You’ll also see how confident you sound and your prospect will pick up on it as well. With practice, you will start to see voicemail as a key part of your prospecting toolbox.
Be sure to grab my ebook, 50 Prospecting Truths here.
Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result
