how to leave a voice mail that will give your sales target a compelling reason to want to speak with...
DESCRIPTION
Leaving a voice message is now a key skill in the business to business sales prospecting process. I have outlined some key thoughts to help you leave a compelling voice message that will get your sales targets attention and interest. enjoy!TRANSCRIPT
Inside Sales SeriesInside Sales Series
How to leave a voice message that will give your sales How to leave a voice message that will give your sales How to leave a voice message that will give your sales How to leave a voice message that will give your sales target a compelling reason to want to talk with you!target a compelling reason to want to talk with you!target a compelling reason to want to talk with you!target a compelling reason to want to talk with you!
David MaloneTrainer| Speaker | Consultant
www.evolve.ie
With that in mind, I With a little research it’s easier to get direct dial
details of your sales targets. If you can only get
them to pick up that phone you know you are in with a
chance of getting that sale!
For example - you can often get direct dial numbers
fromfrom
• Your contact base
• Their websites
• On line publications
• Trade articles and magazines
• Google searches
But sometimes you can’t get through to sales targets despite your best efforts … all you get is their voice message!
But what
And so you decide to leave a
message�.
message
to leave?
We recommend you don’t leave a phone
message first! Exhaust other avenues such as
as• Email
• LinkedIn– In-mail
– Introductions– Introductions
– Thought leadership
• Referrals
• Complimentary solution providers
• At least 2 previous phone call attempts
And then it starts ..... Please leave a message after the tone . Beep!!!!!!!!!!!!!
Hi.. This is FrankHi.. This is FrankHi.. This is FrankHi.. This is Frank
And I’ll call And I’ll call And I’ll call And I’ll call
you backyou backyou backyou backTHANK
YOU FOR
CALLING
PleasePleasePleasePlease
Leave a messageLeave a messageLeave a messageLeave a message
CALLING
I’m not
available
You leave your
messageBut they rarely
call back!call back!
… And they avoid your
follow up call!
Have you wondered why voice mails
don’t work for don’t work for many sales professionals
VOICE MESSAGES
NOW PLAYING!
How to attention and interest of the sales target
and give them a compelling reason
to want to talk with you!
Facts about Facts about
Voice Messages
Sales targets get lots of them!Sales targets get lots of them!Sales targets get lots of them!Sales targets get lots of them!
…. AND MANY ARE…. AND MANY ARE…. AND MANY ARE…. AND MANY ARE
• Rambling
• Subservient
• Not relevant• Not relevant
• Boring
• Overly assumptive
• Get deleted within 5 seconds
But other voiceBut other voice
voice messages ….
Stand out from the crowdStand out from the crowdStand out from the crowdStand out from the crowd
These are ..............
• Are well planned
• Focus on one of the sales target’s key result areas
• Are well rehearsed• Are well rehearsed
• Are short and to the point
• Are confidently delivered
• Include a suggested next step•
So don’t talk about So don’t talk about
your needs as a seller
‘’Hi John, this is Dave Malone from
OK Insurance. I know you spend
over half a million annually on
property insurance. I know its up
Example of talking about seller’s needs
property insurance. I know its up
for renewal in 2 months and I’d like
to offer our services.
We have offices in 12 locations
nation wide and we deal with many
customers like you’’
And don’t
undermine yourselfundermine yourself
Don’t ramble & avoid weak phraseology
HI Tom, we currently
don’t do business
HI Tom, this is
Dave from GTRL
we haven’t been in
HI Tom, you don’t
know me but
I am the new ABC
Rep in your area
we haven’t been in
touch in a couple
of years but
HI Tom, I am just
calling to introduce
you to our new
service
Voice messages work Voice messages work
best when 22
Work best when ………..
• You have researched the company you are calling
• Link the message to previous attempts to contact them
• You focus on their issues and priorities
• Use the sales targets name in the message
• Mentioning who you else you have helped in their sector / vertical
• Mention specific potential outcomes
• You follow up afterwards
Do �Do �Structure the message correctly
So how is a compelling
voice message scripted?
1. Your name,1. Your name,2. Your Organisation’s name3. A short message that hits a hot spot
and creates curiosity to hear more 4. A suggested next step
Your message must focus
on the sales targets set of
photographs not
yours��.yours��.
Your message must
• Focus on their priorities
• Relate to their business metrics
• Show experience of their vertical
• Mention results delivered in similar circumstances
W.I.I.F.M. W.I.I.F.M. W.I.I.F.M. W.I.I.F.M. –––– What’s in it for me! (The buyer)What’s in it for me! (The buyer)What’s in it for me! (The buyer)What’s in it for me! (The buyer)
• Mention results delivered in similar circumstances
• Clearly state that you will follow up
• Be respectful their time and priorities
Hello Frank, this is Dave Malone from Evolve
Consultants - my number is 8976541. Last week, I
heard your interview on national radio about how
competitive the electricity supply business is in this
city.
Depending on how your sales team are performing
against the competition I might have some ideas as
to how I can help you increase sales performance by
anything up to 20%.
EXAMPLE
1
anything up to 20%.
If this is a priority for you then I think we should talk ?
I will call back tomorrow at 10am - Dave Malone
from Evolve Consultants - my number is 8976541.
John, This is Dave Malone from Aladdin Security Services at
-9876543. I was in your office on Bachelors Walk yesterday.
I see it’s open 24/7 and you have a large security presence
there 24/7.
We have recently worked with Eire-bank and Barking Bank
helping them reduce their security spend through increased
use of monitoring technology and better staff practices.
Would you be interested in having a chat to explore ways
EXAMPLE
2
Would you be interested in having a chat to explore ways
we could significantly lower your risk costs I’ll ring you again
between 4 and 5 and maybe we can have a quick chat then.
Dave Malone Aladdin - 9876543
DO �.DO �.
Remember !
• Keep the time gap between the voice message and the next
attempt to contact tight (Less than 24 hours)
• Do send a further email referring to the voice message that you
left
• Do give as specific a time slot as possible for the follow up.• Do give as specific a time slot as possible for the follow up.
• Do follow up at that given time
• Do attempt contacting / targeting several people within the
target organisation.
• Do vary the times of your calls
• Do put some time into scripting and practicing yours … as you
may not get a second chance to alter that 1st impression
“When the winds of change blow, some people build shelters, and some build windmills”
www.evolve.ie
davemalonesalescoach