Yesterday afternoon included the jam-packed webinar, How to Leave the Perfect Sales Voicemail, where three amazing presenters took the virtual stage to not only share sales voicemail tactics, but to show demos of two products that complimented our audience’s newly-learned sales voicemail skills.
In case you missed it or need a quick recap, here are the top takeaways from yesterday’s webinar.
1. Always provide context
Whether it’s your last encounter or a recent ebook download, make sure to have a relevant reason for calling in order to get the prospect’s attention.
2. Offer clear value
State upfront how you can help the prospect. Are you saving them time, money or helping them get promoted? Let them know the benefit.
3. Ask for what you want
Clearly state your purpose and the next steps. Whether it’s a demo, an appointment or the best contact to talk to, simply ask for it.
4. Say it twice
Provide the crucial information — such as a call back number or your company name — more than once. This drives your message home and increases the likelihood of a call back.
5. Project energy and enthusiasm
If you call when you’re bored or uninspired, it shows. Your prospects will see right through it. Go for a walk, listen to some music and come back to voicemails when your head is clear.
6. Keep it under 30 seconds
Cover your necessary points in less than 30 seconds. Rehearse and practice before making the call to ensure you’ve got the timing down.
Where possible, automate your voicemail process. The first voicemail can be automated, for example, in order to save you time. Once there’s interest from the prospect, or once you’re ready to try calling again, then you can hop out of the automated process and make the call yourself.
8. Test variables
There are many different aspects of a voicemail and testing and trying different approaches is the only way to determine what works. One major variable is the reason for calling, whether it’s an ebook, a free trial or something else. Keep track of what gets more call backs so you can focus on the successful variables.
9. Optimize call times
As Howard Brown from RingDNA shared, the best times to call are 6:45am to 9:00am and 4:00pm to 6:00pm. The worst times are Monday mornings (6:00am to noon) and Friday afternoons. Try different call times and see what works for you.
10. Beware the “follow up” danger
According to Donato, if you’re leaving a second voicemail, never refer to the previous voicemail. If the prospect didn’t return your call the first time, reminding them of that is not going to get them to pick up the phone. It puts you on the defensive. Every outreach should stand on its own.
11. Get peer feedback
One of the best ways to get feedback on your voicemails is to leave voicemails for your peers. Don’t give them advanced notice about the test. The response will be more natural if your colleagues aren’t expecting the call.
12. Record your voicemails
Recording your voicemails is a coaching technique that will only boost your performance. It doesn’t lie, so you’ll know exactly what you did or didn’t say, including the “um’s” and “uhh’s”.
13. Speak clearly
You must be understandable. Drink water, clear your throat, and make sure you’ve got a good headset, audio, phone, etc.
14. Be concise
If you’re reaching out to a single person, keep it to 17 seconds. If mentioning multiple people in the message, add five extra seconds per person.
15. Be credible
Who have you helped? If you don’t speak with authority, borrow it as a regular practice.
16. Have cadence
Don’t be afraid of strategic pauses. Vary the speed of your delivery. Slowing down in places allows you to speed up later on. For instance, “My telephone number is (pause) 414-555-1212 (pause) extension 2. I look forward to your call (pause). Thank you.”
17. Be consistent
Is your voicemail message reinforced by your website? Is your voicemail message reinforced by your email message? Does your voicemail signature reinforce your overall messaging? Be consistent across all means of outreach to set the tone for your brand.
We’re all trained to pay attention when we hear our name, so say the contact’s name in your voicemail. Get as specific as possible by stating their company name, location, etc.
19. Speak with authority
If you don’t speak with authority, borrow it. For example, leverage your company’s track record, previous successes in the industry, or use industry experts to inspire action.
20. Be conversational
While it’s good to have a script or notes, don’t read directly from it or you won’t sound sincere. Practicing before you call and getting some voicemail experience will help you become more comfortable and conversational.
21. Have impact messaging
Impact messaging is at the intersection of voicemails that capture attention, offer quality information, and include multiple touchpoints.
Keeping all of these tips in mind will ensure an increase in voicemail effectiveness. Try them out and let us know what works for you.
Learn more sales tips with the free ebook below.