The Curse of Voice mail
Voice mail is here to stay so get used to it. Leaving a voice mail message is in a way like leaving a 30 second commercial about your firm. The message is concise, to the point and upbeat. Be sure to only leave important information such as the name of your company, the purpose of your call, a phone number and the best time to reach you. Example: “This is Tony Wilkins calling for ABC Insurance in San Francisco. We contacted you last year regarding your Worker’s Comp and General Liability insurance. My records show that you are coming up for renewal in a few months and we would like to submit a new proposal to you for this year. Please call me at 415-555-1013 to let me know whether or not you will be accepting quotes for this year. I should be in the office until 4pm today. Thanks again and have a great day”.
How many messages should you leave at any given time? Use good judgment. You will want to leave maybe 2 or 3 messages per contact(for a solid lead).(A solid lead is any lead in which you have a clear sense of who the contact is, what their needs are and whether or not you have a better than 5O% chance of getting their business) . And 1- 2 messages for a cold call. The choice is up to you, but be sure to use good common sense. Calling more than that will annoy the person you’re trying to reach. Also keep in mind that the purpose of your call is not to leave messages. It is to make a sale, schedule an appointment or gather information. If you spend most of your call time leaving nothing but messages, you may miss the chance to actually speak with someone on the next call. So while the contact’s time is valuable, remember that your time is just as valuable. Use it wisely. Most of the time it isn’t what you say when leaving a message, but how you say it and how often
What do I do when I can’t get a response via voice mail?
You have several options here. After leaving several messages, and
still not getting any response, you may decide to just give up and chuck the call sheet into your do not call file. Don’t. You can still reach the prospect in several ways. Keep in mind that the prospect may be on vacation, n meetings, or not ready to deal with your call. He/she may need to check with a supervisor or the president of the company to see whether or not they will be entertaining quotes for the year. He/she may not have an answer for you in which case the response is no answer. Or he/she may not be the person who would make the final decision. There is also the chance that the prospect is not interested, but let’s not be negative (after all why, would they not be interested in your fabulous services?).
This is an excerpt from my book "Telemarketing Success for Small and mid-sized Firms available at www.amazon.com and bookstores everywhere
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at email@example.com