“Please leave a message after the tone.”
“The voice mailbox for this individual is full. Goodbye.”
We’ve all heard these words before while prospecting and often times it drives us to question the impact of the voicemails we leave. Hearing that a prospect’s inbox is full of voicemails from other sales development representatives can be a bit disheartening, but, it’s important to remember that most prospects will likely check their voicemail twice a day. Once when they arrive at the office in the morning and once at the end of the day before leaving, making the voicemail you leave during the day land on their radar. Which brings us to our first point and impact that voicemails create: landing on their radar.
Being on the radar of a potential prospect is an immensely beneficial advantage in trying to uncover a sales qualified opportunity. When going through the call plan for the day, our ultimate goal is to catch a prospect live and work that prospect into a sales qualified lead. However, it is more times than not that we are unable to catch that prospect in a live environment and have to utilize other means in communicating with the prospect. One of these tools that we have at the ready is given to us in the form of their voicemail. By just calling a prospect and not leaving a voicemail you're damaging your chances of landing on their radar. Most likely if you don’t leave a voicemail the prospect is not going to take the time to sort through all their missed calls and see that you were trying to reach them, and even if they do take the time to do this they very well may assume that you don’t care enough since you didn’t take the time to leave a voicemail. Whereas had you taken the time to leave a voicemail you would have been able to convey your interest and personal touch to the prospect. Which brings us to the next key impact that voicemails create, the personal touch.
In prospecting it’s always important to brand yourself and add that personal touch to separate yourself from the crowd. Voicemails allow for you to add that personal touch. You may be thinking, “well, I can always put a personal touch on an email. What makes a personal touch on a voicemail that different?” The answer is simple: nothing is more personal than physically communicating and talking to someone. Sure, an email allows for us to communicate to someone, but a voicemail adds a depth of personality that an email lacks through our spoken words. By leaving a voicemail and engaging in that personal exchange the chances of prompting a response back are higher than just an email. By experimenting with our voicemails and adding that personal flare we are effectively practicing our pitch. This brings us to our final point on the impact of voicemails, practice.
Being in sales we are always practicing and honing our craft with each dial we make and each conversation we have. Even with the dials we make and have no conversations we are still able to practice through leaving voicemails. Voicemails are a great tool to use as a means of practicing especially when engaging with a new product or target market. By leaving voicemails and making our pitch, it allows for us to become more comfortable with the message we are trying to convey. In turn, creating that level of comfortability allows for us to be more versailite and calm on the phone in fielding any questions they may have. Voicemails also allow for us to try out new messaging and strategies without actually talking to anyone right away. This helps for us to generate new means of communicating with the prospect and generating a sales qualified lead.
So the next time that you call a prospect, leave a voicemail and add that personal touch that is really going to speak to them. The extra minute it takes to do this is an investment in yourself and an investment in creating future opportunities.
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