Many of us just make the motions going through the day, or
we are constantly interrupted by inbound calls and emails which knock us off of
THINK next time before you leave a voice mail message – it
is your branding opportunity, and your chance to make a great first impression.
First of all, in B2B selling, if you send me an email, it
will be one of tons of them I get regularly. My intention will be to respond –
and then ten more will come in and there will be some delay.
If you call and leave me a compelling voice mail message
(sometimes in tandem with a great e-mail message) I will get back to you right
Why? Because at least for my generation (I’m a very young
baby boomer or old Gen X, depending on how you look at it) – we grew up in
business with telephones – it is what we know. Sure, many of us have adapted
well to the Internet – in fact, some would say I use email when I could be
using the phone. Other than leaving a video email message, there is little
available to replace good old voice with tone, expression, and energy
associated with it.
LEAVE COMPELLING VOICE MAIL MESSAGES:
is a branding opportunity. Simply say who you are, the company you are with,
and the purpose of your call. Leave your number and let them know you will call
them back if you don’t hear from them first.
of what would be interesting to them, not you. “The purpose of my call is
to let you know that we have a new on-line work order system to help you be
more efficient and track your projects easier. Here is my number ____ and I’ll
plan to give you a call back if I don’t hear from you first.” (this
message was for a real client – the call-back rate from the prospect was 75%
because they heard enough to be of interest, but didn’t quite understand what
projects we were talking about. Once they called, we walked them through the
energy and enthusiasm in your voice. Vary your voice, as if you are interested
in the topic (let’s hope you are) – and sound like someone they would want to
talk to. Make their day.
confident but not cocky. You don’t know that they should work with you – but
you may have a hunch. Not until you talk directly with them and other decision
makers would you know what it is that you could do for them. Don’t make idle
promises – talk based on fact and ROI.
Tomorrow: An example of a company that shook up their
schedule, company-wide, for increased results through prospecting.