Communicating effectively will always help you earn business
Communication is key. And whether your communicating via email or phone, you should always keep in mind the words you use. Voicemails should be part of any overall contact strategy that mixes up calls, emails and other ways of getting your message in front of the right target prospect. If your contact strategy includes quality and relevant messaging each time then this increases the chances of someone responding.
So, what are some things you need to do to be able to leave an effective voicemail
Don’t start with your name first
Every voicemail starts off exactly the same way: “Hi, this is John Barrows with XYZ company…” The problem with this approach is that the majority of our voicemails get deleted right after this because the client either knows your company and therefore has a certain assumption about what you do or they don’t know your company and therefore probably don’t care. Start off your voicemails with “Hi Bill, the reason for my call today is…” and then add in some sort of short value prop that focuses on getting their attention. The goal is to get them to pay attention to the value you bring instead of some preconceived notion of what you do.
Keep them under 30 seconds
Anything over 30 seconds and it sounds like you’re trying to sell—and you fundamentally can’t sell your solutions in a voicemail. To practice, leave yourself a voicemail and time it to see how long it takes. Notice that by taking the approach outlined in point #1 you end up getting to the point a lot faster instead of wasting 5-10 seconds with your intro of who you are and where you are calling from.
Again, you fundamentally can’t sell your solution in a voicemail so stop trying. Focus on getting someone’s attention with a compelling value statement about what you’ve been able to do for other clients like them. Prospecting is about getting someone’s attention and earning their interest. It’s about selling time or the next step, it’s not about selling your solutions. Aim for getting a response of “How do you do that?” as if it was a live conversation.
Don’t reference failed attempts
I hate when I hear reps leaving voicemails that start like this “Hi Sarah, this is John again from XYZ company. I’ve left you a few messages and am trying to reconnect to see if you’d be interested in…” If I didn’t care the first few times, why should I care now? By saying this you are automatically giving me the green light to delete your voicemail before I listen to the rest of it. You should always have a different reason for your call.
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