| Are you getting a decent response when you leave | | | | Third, notice there is absolutely no sales pitch or |
| a voice mail with a prospect or are you like the vast | | | | lengthy explanation about you, your product or your |
| majority of tele-prospectors whose messages go | | | | company. Leaving a pitch is typically a waste of time. |
| unanswered? | | | | Not because your pitch was poor but because it |
| Well over 70% of B-to-B calls encounter voice mail | | | | lumps you in with every other person who has left a |
| so it is imperative that you have a voice mail | | | | message that day. Think like your prospect! He or |
| message that works for you and increases your | | | | she will hear they have seven messages and will |
| odds of getting a call back. | | | | quickly want to separate the important from the |
| Developing a 'killer' voice mail message that gets the | | | | irrelevant. The moment they start hearing a pitch is |
| attention of the prospect and gets your call returned | | | | the moment they delete or skip your message to |
| doesn't have to be a major challenge provided you | | | | move on to items that matter to them. Your |
| use this simple template. | | | | message must be distinctive so it doesn't suffer the |
| The "Only You" Killer Voice Mail Template | | | | fate of deletion. |
| First things first, a voice mail message should only be | | | | Here's the thing: the objective of the voice mail is |
| used after you have made several attempts at a live | | | | NOT to sell or market your company, product or |
| contact with the prospect. Your best bet for success | | | | service. The objective is to create curiosity and get |
| is always a live opportunity. The key point is this: | | | | the prospect to RETURN you call. |
| don't get lulled into believing that all you have to do is | | | | Fourth, the heart and soul of this killer voice mail |
| leave voice mail messages all day and your phone will | | | | message is the phrase "I have a question that I |
| start ringing off the hook. Even though this is a killer | | | | understand only you can answer." Think about it: this |
| voice mail message, it comes as a last resort. | | | | phrase subtly (or not so subtly) appeals directly to |
| Example #1 (to a high tech director): | | | | the ego of the listener. It implies that your prospect |
| "Hi Brian, sorry I missed you. This is Katrina LaCorte | | | | is the 'resident expert' or has unique knowledge that |
| calling from ABC Company. | | | | is required by you. There is an air of importance and |
| Brian, I have a question that I understand only you | | | | or exclusivity to the message and hence, it is |
| can answer regarding your server capacities. | | | | flattering and hard to resist. Ego is an extremely |
| Could you please give me a call at _________' | | | | powerful motivator in getting prospects to take |
| Example #2 (to an engineer or an architect): | | | | action and this message deliberately seeks to tweak |
| "Kim, sorry I missed you. This is Dave Potts calling | | | | that inner sense of pride. |
| from Red Laser. | | | | (Of course, you need to do your homework and |
| Kim, I have a question that I understand only you | | | | make certain the question is applicable. Naturally, |
| can answer regarding the status of your continuing | | | | when prospects returns your call (and a fair number |
| education credits. | | | | will), you need to have 'the' question ready to go.) |
| Could you please give me a call at_________" | | | | The last portion of the message is a simple call to |
| Example #3 (to a chiropractor or other healthcare | | | | action. Ask the prospect to call you back and leave |
| professional) | | | | your number. No fuss, no muss. |
| "Dr. Roy, sorry I missed. This is Sheri Roland calling | | | | How to Make it Work for You |
| from ABC Healthcare. | | | | Okay, now it's your turn. Think: what is a vital |
| Dr. Roy, I have a question that only you can answer | | | | question that only my prospect can answer. It has to |
| about lower back pain relief. | | | | be important and proprietary. Once you have that |
| Could you please give me a call at _________" | | | | established you've got it made. |
| Analysis of a Killer Voice Mail Message | | | | Next, follow the template. Don't change much. Learn |
| Here is precisely why this is a killer voice mail. First, | | | | to master the template before editing, changing, and |
| notice that the prospect's name is used twice. This is | | | | revamping your message. |
| a deliberate ploy. Using a prospect's name not only | | | | Finally, practice. Practice. And practice again. So much |
| personalizes the message but it gets the prospect to | | | | of this message depends on the tone of your voice. |
| focus on the next 10-15 words. In other words, they | | | | You must be comfortable delivering it so it doesn't |
| actually listen to the message rather than dismiss it | | | | sound 'read.' It must flow to be convincing. |
| out of hand. | | | | Summary |
| Next, is the use of the phrase "sorry I missed you." | | | | This voice mail message is highly persuasive because |
| This seemingly insignificant mix of words almost | | | | it leverages the psychological factor. It appeals to the |
| inevitably draws further attention to your message. | | | | ego without pandering. It creates natural curiosity. It |
| An apology about missing them implies a sense of | | | | is short, to the point, easy to listen to and easy to |
| disappointment and creates a | | | | understand. It's a killer voice mail message. Use it and |
| "gee-I-wonder-what-this-is-about" sense of wonder. | | | | see for yourself. |