Inside Sales SeriesInside Sales Series

How to leave a voice message that will give your sales How to leave a voice message that will give your sales How to leave a voice message that will give your sales How to leave a voice message that will give your sales target a compelling reason to want to talk with you!target a compelling reason to want to talk with you!target a compelling reason to want to talk with you!target a compelling reason to want to talk with you!

David MaloneTrainer| Speaker | Consultant

www.evolve.ie

With that in mind, I With a little research it’s easier to get direct dial

details of your sales targets. If you can only get

them to pick up that phone you know you are in with a

chance of getting that sale!

For example - you can often get direct dial numbers

fromfrom

• Your contact base

• Their websites

• On line publications

• Trade articles and magazines

• LinkedIn

• Google searches

But sometimes you can’t get through to sales targets despite your best efforts … all you get is their voice message!

But what

And so you decide to leave a

message�.

message

to leave?

We recommend you don’t leave a phone

message first! Exhaust other avenues such as

as• Email

• LinkedIn– In-mail

– Introductions– Introductions

– Thought leadership

• Referrals

• Complimentary solution providers

• At least 2 previous phone call attempts

And then it starts ..... Please leave a message after the tone . Beep!!!!!!!!!!!!!

Hi.. This is FrankHi.. This is FrankHi.. This is FrankHi.. This is Frank

And I’ll call And I’ll call And I’ll call And I’ll call

you backyou backyou backyou backTHANK

YOU FOR

CALLING

PleasePleasePleasePlease

Leave a messageLeave a messageLeave a messageLeave a message

CALLING

I’m not

available

You leave your

messageBut they rarely

call back!call back!

… And they avoid your

follow up call!

Have you wondered why voice mails

don’t work for don’t work for many sales professionals

VOICE MESSAGES

NOW PLAYING!

How to attention and interest of the sales target

and give them a compelling reason

to want to talk with you!

Facts about Facts about

Voice Messages

Sales targets get lots of them!Sales targets get lots of them!Sales targets get lots of them!Sales targets get lots of them!

…. AND MANY ARE…. AND MANY ARE…. AND MANY ARE…. AND MANY ARE

• Rambling

• Subservient

• Not relevant• Not relevant

• Boring

• Overly assumptive

• Get deleted within 5 seconds

But other voiceBut other voice

voice messages ….

Stand out from the crowdStand out from the crowdStand out from the crowdStand out from the crowd

These are ..............

• Are well planned

• Focus on one of the sales target’s key result areas

• Are well rehearsed• Are well rehearsed

• Are short and to the point

• Are confidently delivered

• Include a suggested next step•

So don’t talk about So don’t talk about

your needs as a seller

‘’Hi John, this is Dave Malone from

OK Insurance. I know you spend

over half a million annually on

property insurance. I know its up

Example of talking about seller’s needs

property insurance. I know its up

for renewal in 2 months and I’d like

to offer our services.

We have offices in 12 locations

nation wide and we deal with many

customers like you’’

And don’t

undermine yourselfundermine yourself

Don’t ramble & avoid weak phraseology

HI Tom, we currently

don’t do business

HI Tom, this is

Dave from GTRL

we haven’t been in

HI Tom, you don’t

know me but

I am the new ABC

Rep in your area

we haven’t been in

touch in a couple

of years but

HI Tom, I am just

calling to introduce

you to our new

service

Voice messages work Voice messages work

best when 22

Work best when ………..

• You have researched the company you are calling

• Link the message to previous attempts to contact them

• You focus on their issues and priorities

• Use the sales targets name in the message

• Mentioning who you else you have helped in their sector / vertical

• Mention specific potential outcomes

• You follow up afterwards

Do �Do �Structure the message correctly

So how is a compelling

voice message scripted?

1. Your name,1. Your name,2. Your Organisation’s name3. A short message that hits a hot spot

and creates curiosity to hear more 4. A suggested next step

Your message must focus

on the sales targets set of

photographs not

yours��.yours��.

Your message must

• Focus on their priorities

• Relate to their business metrics

• Show experience of their vertical

• Mention results delivered in similar circumstances

W.I.I.F.M. W.I.I.F.M. W.I.I.F.M. W.I.I.F.M. –––– What’s in it for me! (The buyer)What’s in it for me! (The buyer)What’s in it for me! (The buyer)What’s in it for me! (The buyer)

• Mention results delivered in similar circumstances

• Clearly state that you will follow up

• Be respectful their time and priorities

Hello Frank, this is Dave Malone from Evolve

Consultants - my number is 8976541. Last week, I

heard your interview on national radio about how

competitive the electricity supply business is in this

city.

Depending on how your sales team are performing

against the competition I might have some ideas as

to how I can help you increase sales performance by

anything up to 20%.

EXAMPLE

1

anything up to 20%.

If this is a priority for you then I think we should talk ?

I will call back tomorrow at 10am - Dave Malone

from Evolve Consultants - my number is 8976541.

John, This is Dave Malone from Aladdin Security Services at

-9876543. I was in your office on Bachelors Walk yesterday.

I see it’s open 24/7 and you have a large security presence

there 24/7.

We have recently worked with Eire-bank and Barking Bank

helping them reduce their security spend through increased

use of monitoring technology and better staff practices.

Would you be interested in having a chat to explore ways

EXAMPLE

2

Would you be interested in having a chat to explore ways

we could significantly lower your risk costs I’ll ring you again

between 4 and 5 and maybe we can have a quick chat then.

Dave Malone Aladdin - 9876543

DO �.DO �.

Remember !

• Keep the time gap between the voice message and the next

attempt to contact tight (Less than 24 hours)

• Do send a further email referring to the voice message that you

left

• Do give as specific a time slot as possible for the follow up.• Do give as specific a time slot as possible for the follow up.

• Do follow up at that given time

• Do attempt contacting / targeting several people within the

target organisation.

• Do vary the times of your calls

• Do put some time into scripting and practicing yours … as you

may not get a second chance to alter that 1st impression

“When the winds of change blow, some people build shelters, and some build windmills”

www.evolve.ie

davemalonesalescoach