If you are a follower of my blogs, or perhaps even a seasoned sales professional, you will know just how important the telephone is when it comes to making sales. In this blog, we are going to discover how to leave a great sales voicemail.
One question I am asked a lot is:
“Mark, when making sales calls, should I leave a voicemail?”
And my answer is always YES – as long as it is a good one.
You see, a ‘wishy-washy’ voicemail of just ‘touching base’ or ‘checking in’ waste everyone’s time. However, if you use a voicemail that is targeted, with clear objectives as to what you want from the voicemail then it can become a very useful touchpoint when following up with your prospect.
There is a real value of utilising various touch points with your prospect, such as telephone calls, emails, direct mail, social media messages and voicemails can and should be a part of that sales process ideally. Not only will this help to prove your worth to your prospect, but will also allow them to hear your voice (potentially for the first time), which will help to break down some trust barriers.
Here are my key points on what you should do when leaving voicemails:
Keep Them Short and Sweet
If your voicemails drag over 30 seconds, people are less likely to listen to them. Or, at the very least, pay attention to them. Try to get to your point as quickly, and concisely as possible without unnecessary waffle.
Don’t Sell
It is very rare that any customer has ever bought from just listening to a voicemail; so stop trying to sell through voicemail! Instead, try to compel your prospect. Grab their attention. Give them some value that will want them to engage in the conversation and pick the phone to you so that they can give you their attention.
Don’t Start With Your Name
If you look at the majority of voicemails, they tend to start the same way:
“Hi, this is Alec Smith from XYZ limited…”
Although this is ok, the majority of voicemails that start this way will get deleted and not listened to because the listener probably already has a presumption as to what the voicemail is going to be about – plus, it adds on another 6-10 seconds or so which drags the voicemail out longer.
Instead, go for something more direct, such as:
“Hi Mark, the reason I have called today is…”
And from there, look to use some value adding statements that captures their interest and desire.
Stand Out
It is a busy world out there and if you aren’t standing out, then you are just going to get camouflaged into the noise that occurs in the sales world. If you follow the regime of every voicemail that goes a little like:
“Hi Mark, this is Alec Smith from XYZ Limited. We provide excellent services in blah blah and I was calling in to catch up, and to see if we could nail you down for a call so we can help you achieve your goals blah blah.”
When it comes to standing out, there is no right or wrong answer; you have to do what fits in with you, your personality and your personal brand. However whatever it is, try something catchy, humorous, and memorable.
I do have dozens of other hints and tips available on what to do when leaving voicemails, and I work with sales teams nationally on how to utilise voicemail as part of a solid sales process. If you would like to learn more, and if you would like to see how C3 Sales and Consulting can help your business, simply get in touch using the contact contact details below.
