To most people, another human being talking is a compelling sound to listen to. Despite all our digital technology, the spoken word is how we interact with others and develop relationships in the most meaningful way.
Too many times on my own voicemail, I’ve heard a seller just leaving a message which is essentially a stuttering apology for failing to reach me. Those rambling and unfocused messages left a negative impression on me – which rendered it ultimately a waste of my time and of theirs.
We all know that a cold B2B sales voicemail normally has a low return rate but if you want your B2B sales voicemail to be as effective as possible, here are a few tips.
The worst time to come up with the right words is on the fly. While there’s a little room for improvisation, a message left on the fly risks a lot of hemming and hawing, which sounds unprofessional. Some of our Account Managers recommend using an outline for your script rather than verbatim dialogue which adds the air that the voicemail is natural and spontaneous.
When you call, how often, and what results you expect. Your primary goal should be to establish a relationship and drive engagement by asking the prospect, at minimum, to get in touch with you through a phone call or email.
Try different times of the day or you may end up reaching gatekeepers rather than prospects. You can even get fancy with the messaging and A/B test different ones if you’re so inclined. Figure out what makes certain recordings successful and propagate that lesson in future voicemails.
Be brief, taking no more than 10-20 seconds. Get to the point immediately. When a prospect has several voicemails to get through at the beginning or end of the day, he’ll press the Delete button if you take too much time.
It’s natural for people’s ears to perk up at the sound of their name. This subtlety can make a bit of difference in getting your message heard – which is goal #1. Notable inside sales experts often advise using the prospect’s name in the first three seconds and last three seconds for maximum effectiveness.
Keep it short and sweet and maximize the impact of the value statement by highlighting the single-most important benefit a customer will realize when they own your solution. As an example:
Mediocre: We have a world-class solution which organizes your data into meaningful analytics that you can access anywhere.
Better: Companies like yours use our solution to supercharge their sales with crystal clear, actionable analytics.
Many inside sales calling solutions now offer an automated voicemail feature. Instead of re-recording each phone message from scratch, you can pre-record a message. It allows you to record the perfect voicemail in advance.
Do you come off warm, likable and friendly? I’ve heard of Inside Sales Reps reciting their voicemail in front of a mirror and wearing a smile. Practice your B2B sales voicemail a few times and record it as well, so you can play it back.
Publish Date: January 29, 2016 5:00 AM
Eastwind sells Oracle, Ribbon, and Dialogic SBC and routing solutions for both premise-based and cloud-based deployments along with Microsoft Teams integration. Eastwind offers managed service offerings and complete 7x24 support.
|2.)||Lieber & Associates|
Call Routing and Contact Center Optimization
L&A provides consulting services to optimize contact centers, including call routing, skills-based routing, and multi-location routing. The firm's senior consultants have several decades of experience each in this area and work with all vendors' systems. L&A's president pioneered skills-based routing.
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