Leaving a voicemail when sales prospecting is one of those areas where there might not be a clear right and wrong way of doing things. Do you leave a message? Do you just hang up and call back? What do you say if you do leave a message? If your job involves picking up the phone and calling prospects, these are questions that you need to have answers for as dealing with voicemail messages is an increasing part of the sales process.
What you do and how you respond can always fluctuate given the situation. But what can help is to have some logic for what you do so that you can create more effectiveness in your efforts and consistency in your results.
Key Assumptions for Leaving a Voicemail
In order to put some logic and strategy into play, it can help to have some assumptions identified.
1. Prospects get a lot of voicemail messages
The very first assumption to look at is that, if you are calling a true decision maker, that individual likely gets a tremendous amount of sales calls and those will lead to a tremendous number of voicemail messages every week. This is a safe assumption for a couple basic reasons.
First, if they are a decision maker, that is the key person that everybody is trying to get to. That is why you are calling her, right? And the other factor is that decision makers usually have very busy schedules and as a result, are not at their desk much and that leads to a lot of unanswered calls and messages.
2. Prospects do not listen to every message
If the prospects we are trying to reach are extremely busy and receive a large volume of messages, it is safe to assume that they do not listen to every message. You have to assume that prospects are pretty aggressive with how they listen to and delete messages due to sheer volume.
3. Prospects do not listen to messages in their entirety
If a prospect has not deleted a message right way and actually decides to listen to it, is safe to assume that if the message drags on, there is a strong likelihood that they will delete or end the message before reaching the end of the message.
4. Prospects rarely return messages
Some sales people might disagree with this, but when you are leaving a voicemail during prospecting, it is likely the prospect is not going to return your message. This is due to a few very distinct reasons.
First of all, remember that the decision makers are busy, right? Even if they are interested in what you have to offer, they will likely be too busy to call you back, forget to call back if they genuinely want to, or may simply plan to just wait for you to call them back.
You can add on top of that all of the other sales people that are leaving a voicemail for the prospect and this creates an environment where there is a lot of noise making it difficult for your message to get through.
What to do When Leaving a Voicemail
With all of that being said, you may be more confused than ever with what to do. And while it is difficult to get our message through and not likely to get a call back, we should still use voicemail as one of our tools to that we have to communicate with.
Keys to success are having a very short message that is very powerful by communicating the value that you offer and the pain that you resolve. And the message should not be focused on triggering a call back as it should be more focused on educating the prospect on why they should talk to you.
Launch Pad Solutions provides a sales script tool that helps sales pros with leaving a voicemail.
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