When prospecting over the phone, you can be guided down two paths: a) the person answers and a conversation arises or b) you receive a voicemail. As a prospector, it’s likely your experience revolves more frequently around Path B than Path A. But, this doesn’t mean your prospecting attempt was a failure. In fact, by following these 3 steps you’ll be sure to leave a winning voicemail that will leave the prospect wanting more:
1. One is the way to go.
If you’re trying to reach a prospect but have had no luck in reaching them, don’t go overboard with the voicemails. Leaving one voicemail will have a bigger, more positive impact on the prospect than leaving ten. If you’re wondering why, just ask yourself if you’ve ever been on the receiving end of a prospect call. Did you appreciate taking time out of your busy schedule only to listen to the same message over and over again?
That doesn’t mean, however, that you shouldn’t follow up. If your initial call hasn’t been returned, place the contact name and number back into the calling cycle. It’s all about timing, and by the time you’ve finally reached the prospect live, it’s unlikely that they’ll remember the sole voicemail you previously left for them.
2. Keep the voicemail concise.
So your attempt at reaching your prospect live has been unsuccessful, now what should you say on the voicemail?
Don’t leave a long-winded message causing the prospect to lose interest instantly. State who you are, the company you’re calling from and why they would need your services. This could consist of mentioning a few clients relevant to your prospect, a service that would allow your client to grow, or a company stat on how a client has benefited greatly from your services. Also, state how long a live conversation on your services would take: “To see how we can help your company would take about 15 minutes of your time.” It’s highly unlikely your prospect is willing to dedicate an hour of their time to hearing your pitch, so be sure to keep it short and concise.
3. Sound friendly, not robotic (it’s all in the tone).
If you’re not excited about what you’re selling, why should your prospect be? A voicemail should have the same conversational tone you would use if you had reached the prospect. The more casual and friendly the voicemail sounds, the higher chances the prospect will have in wanting to listen to your pitch. In addition, tailoring your voicemail to the specific prospect’s company and service is key to increasing your chances of a returned call.
Our voicemail strategy is borrowed from How to Become a Rainmaker by Jeffrey J. Fox, and it gets us results! Call us today for your one-on-one expert consultation!
