To make sure you really close more deals using voicemails. Read Part 1 here.
The average voicemail response rate is only around 4.8%. But…
Scripted voicemails can increase response rates up to 22%.
The art of leaving an effective, strategic voicemail that prompts action is more nuanced than you might think.
So to help ensure your voicemails are airtight and adept, here’s a list of real-life tips and techniques that will transform your strategy and consistently generate positive responses from prospects.
1. Context is important
Doing a bit of research, finding common ground, and establishing a rapport before leaving your message in a cold call, email, or voicemail.
Top decision-makers are left with mailboxes full of messages each day, so you’ll definitely don’t want to blend in.
Fortunately, gaining intel and connecting with these contacts is easier than ever with the many opportunities we have on the Internet to cultivate relationships.
The better you do your homework, the easier you can close them!
2. Don’t take it personal
Prospects are also busy with their own stuff. They also get a large volume of calls and, in turn, voicemails from people trying to sell them something.
If a prospect doesn‘t call you back, that doesn’t necessarily mean you’re bad or something’s wrong with you. A lack of response doesn’t mean they can’t be interested or it’s the end of the world.
Just call them back and show up valuable to them, period.
3. Be clear & specific
Clarity will always win over cleverness.
Clarity serves you and your audience.
What’s the goal of your message? Why should they call you back? And what’s the solution for their problem?
Don’t beat around the bush – leave enough information to spark their interest.
Tell them you’d appreciate 10 minutes to discuss further or schedule a demo next week. When you’re direct about your intentions, the likelihood of getting a callback increases significantly.
4. Make the voicemails all about them, not you or your business
Step back from your role as a salesperson for a moment and think about your own experience as a consumer. We rarely pay attention to sales pitches unless the benefit to us is crystal clear.
At our core, we tend to focus on what we can gain.
With this in mind, be sure to always keep asking yourself “What’s in it for them?” when planning and writing your next voicemails.
5. Don’t be sales-y if you want to close more deals
Yep prospects know you’re gonna sell anyway but they still hate pushy sales messages
You can dial down the salesiness by:
- Keeping it concise (NOT short).
- Avoiding clichés like, ‘Are you interested in saving X?’
- Not directly stating your goal to set up a meeting to pitch your services, like ‘I’d love to schedule a quick meeting to discuss your needs in [business area].’
- Highlighting something unique about their company or goals.
Remember, the purpose of a sales voicemail isn’t to close the deal; it’s to spark interest and encourage them to learn more.
Leave the hard sell out of your voicemail; it’ll only push potential clients away.
6. Repeat critical information twice
Most people won’t even bother replaying a message over and over to figure it out.
While you’re racing against the clock when leaving a voicemail, it’s still a good idea to repeat essential details—like your callback number—twice, so they don’t have to work to get it.
Also, make sure you’re calling from a number where you want to receive the callback.
In the days of answering machines, this wasn’t a big deal, but with smartphones, it’s easy to hit ‘call back’ without thinking.
Remember, your goal is to increase the chances of getting a response.
7. Follow every voicemail with an email.
After leaving a voicemail, be sure to follow up with an email. This gives prospects a chance to see your name and company, and they can easily click through to your website for more details.
Plus, responding to an email is often more convenient for them, and they can keep it for future reference.
8. Stay in control of the sales process
Instead of asking the prospect to call you back. Try something like:
“I will try you again next week. If you want to reach me before then, my number is [phone number].”
This maintains forward momentum and provides a higher level of service, since you’re not asking the prospect to do anything.
Additional Tips to Leave the Perfect Voicemail
Keep the length between 20-30 seconds.
No one wants to read a lengthy email, and the same goes for voicemails. Prospects won’t listen to long messages from unfamiliar numbers.
Lead with information relevant to the prospect.
After your intro (your name, company title), just go straight to the point that’s relevant to them. Tell them the reason why you’re calling, period.
Use your normal/natural tone of voice.
Don’t try to sound enthusiastic or excited on the phone. The unnatural high-pitched voice is everyone’s biggest ick.
Discover the best time to reach prospects
Timing is nearly as important as crafting amazing voicemails.
2 solutions for you:
You can look at those research studies.
OR
Experiment with different send times to see what works best.
Speak slowly (not too slow) and clearly.
You can trust me on this, speaking slowly and clearly makes you sound more articulate and confident. You’ll also come across as more authentic and avoid that annoying high-pitched tone.
Follow up if necessary.
The money is in the follow-ups. Sometimes your prospects are crazy busy. Be persistent, not pushy or desperate.
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