It’s time to learn to love voicemail.
Please Leave a Message After the Beep
Have you noticed that it’s harder than ever to get a hold of someone on the phone?
Recent studies have shown that 75-80% of phone calls are going to voicemail.
For a lot of people, leaving voicemail triggers cringe-inducing memories of all the worst messages they’ve ever left. For those more used to texting, WhatsApp, and other messaging platforms, old fashioned voicemail can be downright scary. (You mean I don’t get to listen to it before it’s delivered?)
Phone calls are still an important part of sales, whether you’re prospecting, responding to website enquiries, or following up old leads. When three quarters or more of your calls are likely to end in a voicemail message, an effective voicemail script may be your best opportunity to start a conversation.
4 Keys to Getting Results from Voicemail
Keep it Short: A successful sale takes a number of touchpoints (11, according to Google). Think of your message as one link in the chain. You don’t need to spew out your entire sales pitch, and you don’t need to tell them everything they ought to know. Stick to 20 seconds or so – that’s long enough to introduce yourself, build some relevance or context, and tell them what the next step is.
Be Clear on the Next Step: This call is one step in your sales process. What’s the next step? Do you want them to call you back, or are you sending them an email you’d like them to review? Be as clear and specific as possible.
Use a Script: You’ve got 20 seconds and one chance. No matter how polished you are on the phone, writing down your voicemail script before you start calling will help you avoid rambling and limit the “ums”
Customize the Script: You can increase your odds of getting a response by preparing in advance. Use your script, but make sure it includes a bit of personalized content (like a detail of their inquiry, a mutual connection, etc).
This Week’s Takeaway
Almost no one calls back on the first voicemail. It takes an average of 8 attempts to reach a prospect on the phone. How many times have you stopped calling too soon?
Create a Personalized Sales Plan
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To Sell is Human: by Daniel H. Pink
Whether employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers coaxing children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. “To Sell Is Human” offers a fresh look at the art and science of selling in our work and everyday lives.
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