Many sales people blow off leaving voice mails because they believe they are a waste of time and no one returns voice mail. I would argue that it is not voice mails themselves that are ineffective, but rather the method in which they are left that causes the perceived ineffectiveness. The purpose of this article is to share with you the basics building blocks needed to craft highly effective voice mails.
The first and most important thing to remember when following up on an inquiry via voice mail is we usually do not know why a customer inquired or what will be important to them until we have done a needs analysis, so I compare leaving voice mail to trolling for fish. I write five to seven different voice mails each focused on a different feature / benefit statement and then cycle through them in a planned cycle until I get a response, much like a fisherman would troll a lure behind a boat.
Here is a bare bones picture of what a good voice mail looks like when following up on an inquiry:
1st Introduce yourself
2nd Reason why you are calling
3rd Feature – hook
4th Benefit – Bait
5th When you call me back what will I do for you
To script this out more formally it should look something like this:
Hello, my name is _________ from the XYZ Company; my phone number is 555-555-5555.
I am giving you a call because you requested information from us earlier today.
My job as a YOUR JOB TITLE is to make sure that you receive all of the information and guidance you need in order to make an informed decision about… YOUR PRODUCT
(Hook) One of the great things about…(Bait) What that means to you is…
CUSTOMER NAME what I can do for you is assist you in the process of exploring (Whatever it is you do). Give a compelling Value Statement, As well as give you all information you need in order for you to make an informed decisions.
Give me a call today. I am in the office until ____ (time). Again, my name is ________ and my phone number is 555-555-5555.
Thanks again for contacting XYZ Company, and have a great day!
When you call, make sure to smile when you speak. Surprisingly, your customers can tell the difference. If you sound passionate and excited about what you can do for them, they are more likely to call you back.
This voice mail is ideal for following up on people who have inquired about your product. In a future post I will cover voice mails for the cold call, follow up calls, and general voice mail etiquette.