Jill Konrath, founder of Selling to Big Companies – a web resource that helps professional services providers, consultants and salespeople win big contracts in the corporate market wrote a great article on how to leave a voicemail that I think is perfect.
Voicemail is a powerful marketing tool in two ways; if you leave a compelling, interesting voicemail you already stand out from everyone else and leaving a great voicemail will earn you valuable, uninterrupted time in front of your prospect or client.
I am also writing on this topic as I find myself returning too many calls only to find out I could have handled the request if I had been provided more details originally. Here is an example:
Fred: “Hi Mike, it’s Fred. Give me call when you are free.”
Mike: “Fred. It’s Mike. How are things?”
Fred: “Glad you called back so quickly. Would you please email me the photo of me?”
If Fred’s original message had asked for the photo I could have emailed it to him and saved the time of calling for both him and me.
Jill’s points about email are a little different. She asks “Sick and tired of prospective clients never calling you back? Then it’s time to take a good hard look at what you’re doing – or not doing – that’s creating these results for you.”
Her example of a boring voicemail is as follows:
Hello, Mr/Ms __. This is __ calling.
I’m an account executive with __ company.
We do __.
Our service is leading edge, high quality and __.
I’d like to get together to learn more about how you do __.
And tell you about how our __ can help your business.
Please call me at __ to set up a time.
Jill goes on to write about making your emails ENTICING! “Being enticing is about saying or asking something in a manner that truly piques a prospective decision maker’s interest or curiosity.”
You must read the whole article to get the most out of it. The five key strategies she recommends are.:
1. Reference Your Research
2. State A Strong Value Proposition
3. Share An Insightful Idea
4. Dangle Important Information
5. Conclude With Confidence
Here is the example Jill uses highlighting all five points in a voicemail. It is not meant to be an actual message, but gives the tone:
“In reviewing your company’s website and marketing collateral, it became apparent to me that a critical issue you’re facing is…”
“After working with our firm, our average accounting client sees their prospect meeting-to-signed contract conversions increase by 35%, and their average dollar amount of services contracted increase by 13-18%.””Over the past month, I’ve invested a great deal of time studying your website and what you’re trying to accomplish with it. Based on my analysis, I have some interesting ideas regarding how you could leverage it to create additional revenue opportunities.”
“We recently conducted a study of how your clients’ needs are changing relative to decisions on group life insurance. I’d like to set up a time to review some of the key points with you. I know people in your firm will be very interested in what we’ve uncovered.”
“While I can’t promise you the exact same results, I can assure you that it will be worth your time. My number is 651-429-1922. Give me a call and we’ll set up a time to get together.”
Jill offers a course available in an Audio Download on Creating Enticing Voicemails that focus on what it takes to create a customer-enticing voicemail message.
Specifically she covers:
- How to avoid the most common mistakes sellers make that cause messages to be deleted before they’ve finished talking.
- What it takes to immediately establish credibility with someone who would just as soon hang up the phone.
- Three things that always pique a decision maker’s curiosity and are great to include in your voicemail messages.
- What it takes to “close with confidence.”
- Why preparing a script is absolutely essential and throwing it away before you call is just as important.
- How to fine-tune your message so that it “zings”, but also sounds conversational.
- How to evaluate the quality and effectiveness of your voicemails.
While I have never taken the course it sounds like a great idea for only $ 79.00.