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Sales Performance Blog

26 Nov 2014

How to Maximize Response Rates From Your Voicemails

By: Nick Kane

It goes without saying that first impressions count. The voicemail message you leave is the first impression many prospects get of your brand, your company and your personality. Crafting a targeted and compelling message should be taken seriously and never shrugged off as an easy and trivial task.

In this article, we explain why leaving effective voicemail messages may result in stimulating discussions, new business opportunities and successful professional relationships.

How to Maximize Response Rates From Your Sales Voicemails

Stand out from the crowd and let your personality shine through

The unfortunate fact is that many voicemails sound alike. Just because it’s a voicemail, doesn’t mean it should be boring. When busy executives are facing the unpleasant task of listening to a tedious, dull and monotonous message that never seems to end, they can hardly suppress the urge to press the “delete” button and forget all about it. And who can blame them for that?

Make sure you sound your best and come across as an upbeat and enthusiastic individual, who knows how to help a client. This is your chance to differentiate your voicemail from thousands of other messages that get deleted, ignored and never returned. Use your instincts, creativity and imagination to cut through the clutter. Even smiling can make a difference, simply because it affects the tone of your voice. The sound of a smile can ensure your prospects that you are a genuine individual who cares about their situation.

Don’t get carried away. Be brief and to the point

When it comes to leaving voicemail messages, it’s important to be concise. Briefly explain why you are calling. If you get too wordy and keep rambling on and on, your customers will lose interest and move on to other, more pressing tasks. Summarize the most crucial nuances into a few short sentences and present information in a way that would intrigue potential buyers. The shorter your message is, the better. Typically, voicemails that exceed 45 seconds get skipped or end up in the “erased messages” file, where they belong.

Successful sales professionals take as much time as they need to polish their voicemail message. They understand the importance of this strategy and do everything in their power to make an impact with just a few brief statements.

Rehearse your way to success

Don’t assume that a brief voicemail message requires less effort. Before you start dialing, spend some time rehearsing your script. Read it out loud, if necessary. You may even want to run it by one of your trusted colleagues or a sales manager who will be glad to share their feedback and point you in the right direction.

Stop pitching

In most cases, selling a product or service in a voicemail is an unattainable goal. Make sure your buyers understand what’s in it for THEM and THEIR team. Offer a specific value, not another annoying sales pitch that may infuriate some of your customers and prompt them to “blacklist” you and your organization. Briefly explain how it could help them solve their problems and why they should hear you out. Also, timing is of the essence. Avoid leaving messages on Monday mornings, Friday late afternoons or during off-business hours.

Use proper follow-up to achieve results

No matter how effective your message is, without a proper follow-up strategy, your efforts may go to waste. After leaving a voicemail, reach out to your prospect via email to reinforce your points and provide some additional information. Give your prospect an opportunity to get to know you better before responding to your voicemail or setting up a meeting. Encourage them to visit your website, go to your product page or review your case studies. The customer shouldn’t feel pressured to make a decision right away. Provide all the details they need to get the ball rolling. Be persistent and keep in touch. If you don’t hear back from them or sense some resistance, don’t give up. Give it another shot and try a few more times before marking the prospect as “unreachable.”

Bottomline: Leaving voicemail messages should be a part of your overall sales strategy that also involves face-to-face sales encounters, emails and follow-ups. Due to the fact that it’s difficult to get through to corporate executives and senior buyers, many sales professionals resort to voicemail and use this strategy to their advantage. If you take the time to learn how to craft, enhance and polish your voicemail messages and make a great first impression, you are more likely to establish a connection with your prospects, keep your pipeline full and build new relationships.

Categories: Sales Training, Sales Enablement

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