Voice mail is not going away, mostly because people will have to answer their phones rather than being able to screen calls and preserve their time and sanity for things other than bad prospecting calls. Leaving you to make one of two choices:
- Not to telephone prospect, thereby avoiding the dreaded voicemail
- Learn how to leave proper voice mails and prosper from the dreaded voicemail
True to Pareto’s principle, the majority of sales people chose option one, and do not make calls; and based on stats, it seems do not make quota, am I the only one making the connection here? Here are three reasons your voice mails are failing, and how to change that and your prospecting results.
Every action you take in sales has to have a purpose, and intended outcome that moves the opportunity forward. Most have the wrong intent when it comes to voice mail, if they have an articulated intent at all.
There is one purpose for leaving a message, and that is to get a call back, that’s it, nothing else, one singular measure of success, a call back.
But if you listen to most messages, sales people reach for (and miss) much more. They overload the prospect with a bunch of unnecessary information, which lead to everything but the prospect wanting to call you back.
Your message should not be geared to getting an appointment or schedule a call, it should not be to introduce you, your company or product, certainly not to sell. Again, One Singular Purpose: get a call back!
Too much information, yes, building on the above, ask yourself why someone would call you back if your message contains everything they need to make a decision. Think about it, 99% of outbound voice mail greetings contain a request for “detailed information”, and why do they want that information? So they know why not to call you back. So as you’re waxing poetic about how you’re calling from a Fortune 500 company, a leader in the area of Blah Blah, they are looking around thinking they already have a Blah Blah, they are not currently looking for more or a new Blah Blah, so they 76 your message. Leaving you to believe that voice mail does not work, when in fact the problem is the message you leave, while your words say you want to speak, the underlying “message” communicates, don’t bother.
3. Be Counter Intuitive
The are uncomfortable when they lack enough information to make up their mind, which is why point 2 above is key, information works against us. The human mind hates a mystery, a situation where they may not feel completely compelled to call you back, but are also left with the feeling that if they don’t they may be missing out on something. In that scenario, some will ignore the message, but almost as many will act to solve the mystery. My goal in voice mail is to leave just enough of a message to create a curiosity, and the only way to satisfy that curiosity, is to pick up the phone and find out.
Focus your intent, provide only enough information to drive that intent, don’t worry about being different, and don’t pay attention to those who have not picked up a phone for years.