Create Voice Mail Messages That Get Propects Calling Back

Even in today's email and social-media focused business world, voice mail is still a crucial tool for salespeople. How can you leave voice mail messages that inspire prospects to call you back? Try these tips.

1. Keep it short. The ideal voice mail message is 15 to 40 seconds long. If your message is longer than one minute, you'll lose the listener's attention. Putting a time limit on your voice mail messages keeps you from rambling. It forces you to focus on the most compelling language to achieve your goal--a return call.

2. Give them a reason to call. Messages like the following don't give prospects an urgent reason to call back:

• "I'm just calling to check in/touch base with you to see if you have a need for …"
• "The reason for my call is to see if you received the information that I sent you last week."
• "I'd like to send you some information about…."

Include a benefit that's compelling enough for them to stop what they are doing, write down your number and return your call. What problem can you solve for them? What have you done for companies like theirs that they would be interested in hearing about?

3. Don't give away the farm. At the same time, don't go too far. If the voice mail tells them everything you'd tell them when you actually talk to them, what's their incentive to call you back?

4. Create five unique voice mail messages. If you're contacting a new prospect, how do you know what his or her challenges or goals are? Using the same voice mail script for every prospect limits your chance of getting your calls returned. Crafting multiple approaches increases your odds of hitting on what's most important to that person.

5. Speak with enthusiasm. Smile when leaving your voice mail message. It comes across on the phone. If you're not excited about what you have to offer, then how can you expect a prospect to be?

6. Practice your voice mail until it sounds natural. Practice each of your five voice mail messages a minimum of 24 times out loud, without making any changes. Once you're comfortable with the final draft, make sure you use it the same way, consistently. Making changes every time you leave a voice mail is like changing your golf swing every time you attempt to hit the ball. The result? Consistent inconstency.

7. Use multiple methods of contact. Studies have shown it takes a minimum of eight attempts or contacts to trigger a return call. Boost your odds by using more than one method of contact:

• email
• office voice mail
• cell phone
• internal company advocates
• snail mail (letter or direct mail)
• in person
• fax
• networking/social function
• another vendor/salesperson
• trade shows/industry functions
• references
• social media

8. Use an automated followup system. Harness technology tools such as contact management or customer relationship management software to systematize your contacts. These tools can remind you when to contact prospects, how often to follow up and what communication vehicle to use.

If you're ready for better results quickly, contact Keith about personal or team coaching and training at 1-888-262-2450 or email info@profitbuilders.com.