Part 1 focused on the first 2 strategies to get your voicemail messages returned: 1) Reference Your Research and 2) State a Strong Value Proposition.
In today’s post, we’ll look at the remaining 3 strategies sellers can implement to be relevant, credible and focused on their prospect’s highest priorities.
3. Share an Insightful Idea
Decision makers today have so much work to do and not nearly enough time to get it done. They’re so busy putting out fires, that they seldom get the opportunity to step back and look at their situation with fresh eyes. That’s one thing that you, as a seller can bring them that’s highly valuable.
Nothing is more tempting to your prospects than an idea that can help them:
- Solve their most pressing problems.
- Achieve their goals or objectives.
- Do this without going crazy.
You have to do some pre-work to use this approach, but oooooh, it is enticing to them.
When you leave a voicemail, don’t tell your prospects everything about your idea. Only tell them enough to get them drooling to learn more.
To be enticing with a thought-provoking idea, you combine it with some facts you’ve gathered from your research of their business and your value proposition. Examples might be:
- “Over the past month, I’ve invested a great deal of time studying your website and what you’re trying to accomplish with it. Based on my analysis, I have some interesting ideas regarding how you could leverage it to create additional revenue opportunities.”
- “I’ve been following your firm closely for the past six months, since its merger with Beta Industries. After hearing about your recent round of lay-offs, I have some ideas that I’d like to share with you regarding how you can reduce the risks of potential legal action.”
4. Attract with Invaluable Information
Do you know something that your prospective clients don’t? If so, let them know you have this lucrative information. What tempts prospective buyers? They’re always interested in learning more about:
- Their customers.
- Industry trends
- Visionary ideas.
If you have access to this knowledge, use it. One of my clients recently used this strategy to land appointments with hard to reach decision makers. Essentially, here’s what they said:
“We recently conducted a study of how your customer’s needs are changing relative to decisions on group life insurance. I’d like to set up a time to review some of the key points with you. I know people in your firm will be very interested in what we’ve uncovered.”
5. Conclude with Confidence
Today’s buyers won’t waste time helping you learn about their business. Nor do they want to hear your product/service pitch. Enticing voicemail messages must end with strength, that customers will get immediate value if they meet with you.
Several options that have proven to be effective include:
- “We should talk. The savings I’m talking about can drop right to your bottom line. Give me a call at 651-429-1922 and we’ll set up a time to get together.”
- “While I can’t promise you the exact same results, I can assure you that it will be worth your time. My number is 651-429-1922. Give me a call and we’ll set up a time to get together.
- “If you’d like to find out how (big, well-known company in related industry) have utilized similar ideas to gain significant market share, you can reach me at 651-429-1922. I look forward to getting together.
Please notice how these closures demonstrate a quiet confidence and assuredness in the value of an appointment.
Are you ready to leave voicemail messages that get returned? As you can see, it requires some serious thinking, a good understanding of your business case and the panache to pull it off as a professional.
While the strategies discussed don’t ensure a callback, they will guarantee that you stand out from the crowd. Creating a series of these enticing messages enables you to penetrate your customer’s natural defenses. When you do actually connect, getting an appointment should be the natural next step.
And, don’t be too surprised if you pick up the phone some day and it’s your prospect begging to meet with you!