Sell by Caring

Let’s face it voice mail is an integral part of our communications both in our professional and personal lives.  If the voice is familiar, we listen.  If it is not and it sounds like a pitch most often the message is deleted.  Learning how to leave enticing voice mail messages is imperative to building business.  Leaving a message that piques interest or curiosity has a greater chance of getting a response.

Important: try several times to reach the person before you leave a voice mail message.  It is always best to connect directly if possible.

Pre-call research

Taking the time to check them out may make the difference to getting in the door or at least getting a return call.  Talk to people who work for the organization, sell to it or even buy from it.  They will have valuable insight that will help you with your approach and follow up.  Check LinkedIn, Face Book, other social networking sites and of course the company’s website and blog.

As you prepare your message remember to use their name, once is essential and twice is even better.  Not only does this personalize the message but it engages the prospect to listen to the next statement. There are sales professionals who see value in using the phrase “sorry I missed you” at the beginning of the message.  It implies a sense of disappointment and gets their attention.

Now let’s address the message.  Here are 4 options to consider when crafting your message.

1.  State a strong value proposition

A powerful value proposition focuses on the business outcome companies get from using your service.  It highlights specific measurable results.  Prospective customers are enticed by strong value propositions because they address critical business issues and demonstrate significant value.  It is very effective to mention results experienced by businesses like theirs and/or name drop similar, prominent clients.

2.  Share an insightful idea

An idea that can help achieve goals or solve problems is very tempting for prospective clients.  This will involve pre-work but it will be worth the effort.  Combine a thought-provoking idea with facts you have gathered from research.  When you leave your voice mail message don’t tell them everything – only enough to get them eager to learn more.

3.  Dangle important information

Do you know something that your prospect doesn’t?  They are always interested in learning more about:

• Competitors
• Industry trends
• Visionary ideas

4.  The I have a question approach

The scenario consists of stating you have a question only they can answer regarding something related to your product or service.  This appeals to their ego and implies they have knowledge you cannot get from anyone else.  They are the “resident expert” which is flattering and often hard to resist.  Keep it very simple and end it with a request for them to call.

Conclude with confidence

Prospects don’t want to hear your pitch or waste time helping you learn about their business.  An enticing voicemail message must end with strength, that the customer gets immediate value if they meet with you. This is your call to action – make it simple and friendly.

End with confidence and assuredness in the value of connecting.

Whatever type of message you create it must be something you are comfortable with.  Your delivery will be easy and natural when you are using language that is not out of the ordinary.  Be yourself and let it come through in your message.

Match your voice to your personality – let it show. Be warm and soothing, bright and perky; just don’t overdo it you want to entice them to continue to listen.  Smile when you talk it really does come through in your voice.

Leaving enticing messages takes thought and preparation.  These strategies will help you stand out from the crowd.  When you do connect with the prospect, getting an appointment will be the natural next step.

What have you found to be effective in getting return calls to your voice mail messages?

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