When you are dealing with impossible buyers, and potential customers, using these quick tips in your voicemail messages allows you to establish your credibility, enable curiosity and above all get return calls.
1) DON'T BE PHONEY FRIENDLY
Your prospects don't like phoney friendliness – don’t be overly friendly – they can hear it is fake. Instead, be professional and state, Even though you feel compelled to share your position and company name, they're irrelevant in a voicemail. Instead, talk like you would if you called a colleague with an idea.
"Hi David . This is Claire Corfield from Birchills Telecom- can I talk to you."
2) MENTION A NAME
The single best way to keep prospects listening is to mention the name of a colleague. Make sure you state this person's name immediately after your brief introduction:
"Hi David Pat Smith suggested I give you a call."
3) BE PREPARED
Let them know you prepared for this call by researching their business, and looked at their website. Tell them if you've worked with other similar people or companies.
“In working with other CPA firms, I know they're struggling with..."
4) GET AN EVENT
Bring up recent events that create a need relevant to your offering. This includes things like 3rd quarter earnings, new management, acquisitions, downsizings, lower interest rates or new strategic initiatives
“The new CPA industry regulations are having a large impact on other companies”
5) TALK OUTCOMES
Prospects are always interested in the business outcomes you can deliver .Instead of talking about your product or service try to use business statistic
"We help companies reduce business communication costs – so for example we are 74% less expensive than BT Cloud Voice”
6) TALK IDEAS
Nothing is more tempting than ideas, insights or information that can help eliminate problems or achieve objectives.
"We recently did a study of decision makers primary concerns in today's business environment and the results might interest you."
7) TALK ENGLISH
Ditch the techno gabble. No one really says unique methodologies and passion for excellence. It turns your prospects off. Get rid of all self-promoting puffery, creative crap and technical tripe.
Don’t say “The third quarter metrics indicate at a 95% confidence level that input costs will rise by 350 basis points."
Do say “ Input costs will probably go up 3.5%.”
8) DON'T GROVEL
Customers want to work with knowledgeable sellers who bring value. Don't sound like you're hoping to meet with them or grateful for even 10 minutes of their time. In short don’t be needy.
Don’t say “If you could just possibly spare me 10 minutes from your very busy schedule at any point we might meet."
Do say “ I have a slot at 10.30 next Tuesday – could we talk then?”
9) GET A SCRIPT
Without an outline script , you'll ramble on-and-on, which virtually guarantees you'll be deleted. You have 30 seconds max on a voicemail. Every word counts, so make sure you get it right. If you get deleted, you've blown the opportunity.
"Hi, I’m Claire Smith from Birchills Telecom. Barberra suggested I give you a call. I saw in the local press that you are moving premises and we’ve found that gives a great opportunity to choose a new phone service. Our hardware is free and we are 74% less expensive than BT Cloud Voice. We are also fully CPA compliant. We know customers hate long contracts – so we don’t have any. I have a slot at 10.30 tomorrow may I call you then? If you would like to get back to me please call me 01922 21 33 33 and again I’m Claire. Thanks for listening."
So there it is 9 top tips to bear in mind when you are trying to get that all important call back. Oh and the final one is make sure that you are around when your prospect actually lifts up the phone and calls.
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