Using Voice Mail Effectively

Regardless of what business sales training promises are made, unfortunately for most sales reps, only 4% of cold call voice mails are returned.

Still, effective voice mails can, and do, warm up the next contact with the customer and can be an effective part of an overall business development strategy.

In our work with successful sales reps, we have learned how they leave behind a voice mail that, though it may not be returned (unless your timing and value proposition is right on target), positions their follow-up call in a positive way.

1. Identify, link and articulate their most pressing problem and how you can help solve it.
Successful ISRs know that there is little time to make an impression…they have to speak clearly and get right to the point. And the point, from the customer’s point of view, is not what you’re trying to sell but how well you understand the problems s/he faces.

2. Create some credibility.
The customer will also be listening for any relevant track record of success you can cite. Be as specific as possible.

This means, before you even pick up the phone, doing your homework. The closer you are to addressing your customer’s immediate and pressing challenges, the closer your customer will listen to your pitch.

Do not underprepare for the moment of truth.