A solid voice mail message is one way that you can begin building a connection with a prospective client. Here are some ingredients you'll want to include in your voice mail messages so that you can get the most impact possible:
- Script out what you want to say ahead of the call but don't sound scripted. Spend a few minutes practicing before you call your prospect. Always assume you'll be sent to voice mail. That is very common now days. Practice by leaving a message on your own voicemail so you can hear how you sound.
- Don't be a pest. Leave a message about every three or four days. If you call them longer than four days out, your prospect may forget that you've already tried to reach them.
- Be sure to add value to your message. The message should contain information that matters to the prospect. Don’t talk about your products and services. There will be plenty of time to do that if you get a meeting with the prospect.
- Don’t leave a message that is too short. Give the prospect a compelling reason to want to call you back. On the other hand, don't go on and on rambling. Keep your message short and to the point with value for the prospect.
- Show that you have done your research and understand their situation. This will help them see that you are not just calling down a list of numbers, but have taken the time to begin to understand their business.
- Speak clearly and slowly so you will be heard and understood. And don’t mumble your words.
- Work hard at not using verbal pauses like “ums” and “ahs.” They will make you sound less confident, and less credible.
- While it may sound obvious, leave your name and contact information at the end of the message. And make sure to speak slowly and repeat the information so they can make sure they wrote it down correctly. You also might try leaving it at the beginning of the message when the prospect is poised to take notes.
- Offer the prospect information about a similar type of company that you've helped with a similar problem.
- Don’t give up. Realize that your prospect may be doing the job of at least two other people. Keep calling until you're told 'no' or they call you back.
It is easier today than ever for prospects to hide behind voice mail, yet it is an important part of your prospecting toolkit. My hope is that these suggestions will help you maximize your use of voice mail to get that first appointment.