Best Voice Message for Prospecting
What do you do when calling a prospect and you get voicemail? Do you hang up or leave a voice message?
Here are some sobering stats from LeadFuze.com
- The average voicemail response rate is 4.8%.
- The optimal voicemail is between 8 and 14 seconds.
- 80% of calls go to voicemail, and 90% of first time voicemails are never returned.
I’m not sharing this to discourage you, but so you can be realistic about your results when leaving a voice message. And I have a voice message script to share with a few tone tips (see newsletter coaching tip video) to help you from sounding like an uninteresting sales person. If you haven’t played my coaching tip video in this week's Sales Pearls Newsletter, then watch it now, and come back to this article!
Best Voice Message for Prospecting
It's a pet peeve of mine when I receive calls and the person hangs up instead of leaving a voice message. As a matter of fact, my voice message says "If you don’t leave a message and tell me why you’re calling, I won’t return your call. It’s as simple as that!"
Someone will call, not leave a message then immediately call again. If I can't take the call the first time, why would I be able to take the call seconds later?
Here is a voice message script that is to the point, simple and under 35 seconds.
Hi Jane, this is Christine Harrington with the Savvy Sales Lady. It sounds like you're busy. The reason for my call is I've worked with clients similar to your business and market to help increase their sales by 38%. I'm calling to open up a short conversation to see if it makes sense to have a deeper conversation. I'll give you a call on Tuesday at 2:00. Hopefully you'll be available to take my call. My number is 317-645-8098. Again, 317-645-8098. Thank you.
The words that are in bold are the frame of the voice message. Everything in between can be changed depending on the call you're making. This script "frame" can be used for following up with a prospect or client as well. It doesn't matter if your in a call center making cold calls or following up on leads, referrals and prosposals make this script to fit any voice message you need to leave. It's also an excellent framework for composing emails when prospecting.
The main emphasis in this framework is you are the one following up with the prospect. You are the one letting the prospect know in a gentle way when you'll be calling back. This eliminates putting the responsibility on the prospect to call you back which in turn eliminates worry for you wondering if the prospect will call you back. Always take responsibility for following up in all prospecting touchpoints. Eliminate from every touch point the tired, useless phrase, "Let me know if you have any questions."
According to Albert Mehrabian, professor of psychology there are 3 key elements for successful communication.
This model provided by Toolshero shows successful communication has three componets; verbal, non-verbal and visual communication.
When doing phone calls, all you have for successful communication are the words you use and the tone of your voice. So it's even more critical that you give careful consideration to your voice tones and message!
I've said this numerous times in other articles, if you want to hear what you sound like to the prospect, record the cold call and play it back. My clients who were brave enough to do this, were shocked by how bad they sounded!
3 Tips on Voice Tone
- Use volume levels to communicate confidence and competence. When speaking at the right volume in the beginning of the call, not too soft and not too loud, the caller will get a sense that you are a confident person. By using volume levels during a phone call, such as lowering the volume of your voice when saying..,"the reason for my call is" will cause the listener to lean in to listen. It's important to fluctuate your voice volume when leaving voice messages and when talking directly to the prospect because the volume fluctuation will create a sense of interest that causes the prospect to listen and it demonstrates your competence as a sales professional. The feedback I get often when people watch my Youtube videos, talk to me over the phone in coaching calls, attend a workshop or hear me deliver a keynote is I'm very energetic. That's what I'm trying to capture in order to hold your attention! Before making a call ask yourself, "What do I want to accomplish in this call and how do I want to be perceived?"
- Use pacing and cadence. You've received the awkward calls from a new sales person reading a script trying to sell you over the phone. It felt awkward because the call delivery was awkward. And you've gotten the calls where the person on the other end delivered the same painfully boring tone with the same slow pace. I bet you muted the phone, put it down and let the person drone on and on! Both of these examples destroy confidence and trust. If you want to captivate the listener, then pace and cadence are just as important as tone. When leaving a voice message, vary your cadence delivery. When speaking to someone directly, listen to their pace and match it. If they speak slightly fast, then your reply slightly fast. This small voice mirroring technique has a psychological impact. It starts to build trust and confidence.
- Smile. Even though the voice message isn't a recorded video, or the caller cannot see you when taking your call, smile! Smiling creates a tone in your voice that conveys warmth and sincerity. Always use body language when engaged in a voice message or call because it will be reflected in your tone of voice as energy and confidence. Try it!
Next week's article will tackle the issue "Stop This One Self-Sabotaging Sales Habit!" You won't want to miss it! In the meantime, if you want to take your calling game to the next level then contact me by filling out the form below and tell me specifically how I can help you. Why not take advantage of a 30-minute complimentary consultation.
If you need private, personalized help with sales, just complete the form below for your 30-minute complimentary consultation.