Sometimes focusing on the how-not-tos will take you further than concentrating on the how-tos. Eliminating mistakes and being consistent and persistent leads to success.
It’s time to leave Bill the Decision Maker a message. You’ve tried to catch him live, but to no avail. Leaving a good message is no joke: You have to be on the ball. You want to leave a crisp, clear message otherwise Bill’s not going to be calling you back and he may just block your number. Bill doesn’t have time to listen to someone who sounds like he’s just lifted his face from a stack of pancakes at the local I-Hop at two in the morning.
Here are four examples of how not to leave a voicemail:
1. Mr. Verbal Pause (Mr. Um): “Hi, uh, Bill, this uh Jack Penrose and um I’m calling from Johnny’s Best Honey. We have an excellent deal today on uh … “
Know your product and rehearse your voicemail pitch before you make the call. Avoid verbal pauses at all costs.
2. Long-Winded Guy: “Hi, Bill, it’s Jack Penrose. I was just thinking of you. I was reading an article in the New York Times, or was it the Wall Street Journal … it could’ve been the Boston Globe, I don’t remember, I’m juggling so many things these days, you know how it is. Never going to be like the old days, Bill. Simple, straightforward, right, which reminds me of an article I read in the Times … or was it the Journal?…”
Your voicemail should run no more than thirty seconds. State your name clearly and give them a reason for calling you back. Does the prospect think, “I see a ROI here” when he listens to your message? If so he’ll be calling you back.
3. Dr. Slicko: “Hey, Billy Boy, how ya doin’? Jack Penrose calling from Johnny’s Best Honey—God’s sweet nectar.! Listen, do I have a sweet deal for you, Billy. I’m gonna save ya some dough and make you some dough. Then we can put Johnny’s Best Honey in the dough and eat it together. What do you say? Give me a ring back. 415-555-1212. Life’s sweet. Later.
Don’t be cute and overly friendly. The prospect is not your friend. You’re conducting business not making plans to attend a ballgame.
4. Uncle Stiff (Monotone): “Hello, Bill. This is Jack Penrose from Johnny’s Best Honey. We have a terrific deal on our Gold Star honey this week. But this opportunity is for this week only. Don’t miss out. Please call me at 415-555-1212. Thank you.”
Don’t be a stiff—get excited! If you’re upbeat the prospect will feel your energy and is more likely to call you back.
Remember to be yourself, be natural. Leave a clear, crisp message. “Hi Bill, it’s Jack Penrose with Johnny’s Best Honey. I know you’re looking to save money and excellent specials on our products and I thought you might be interested. Please give me a call today at 415-555-1212. My number again is 415-555-1212.
Question: How many messages should you leave? My Answer: Until they call you back. And don’t always leave a message. It’s always best to get the prospect live. Try at different times of the day.
Should you mix up your messages and not leave the same voicemail over and over again? That’s debatable. By changing your message you may appear to be desperate. Keep calling and keep leaving messages. I finally reached a prospect just yesterday after leaving six identical messages. I got her live. Was she angry? Not in the least. She was apologetic and told me she had been “very busy.” Well, we’re all busy. That’s what good business is all about.
Leave a clear, crisp message and keep dialing.