Voicemail Strategiesto Generate More Callbacks

To uncover new, good local prospects…

...you need to make a lot of cold calls.

Your objective:Secure as many

connections as possible from the calls you make.

What strategies do you use to maximize your “cold call batting average”? Do you...

...call the right prospects?

...research common priorities and challenges for those prospects?

...prepare yourself to get past a “gatekeeper”?

...arm yourself with scripts and strategies?

But what happens…...if no one answers?

FACT: 80% of all cold calls go to voicemail.

To make the most of all your calls, use these

voicemail strategies for generating more callbacks...

1. Don’t Underestimate the Power of Voicemail

Leaving a voicemail seems like a small thing.

But consider these facts:● 80% of all calls go to voicemail● Less than 10% of voicemails are returned● Most sales reps give up after the 5th call...● ...but 78% of successful connections require

more than 6 touches

What does that mean?● Sales reps with a voicemail strategy are poised to take

advantage of a much larger set of calls● Callbacks make a big difference to your overall “cold call

batting average”● Increasing your callback percentage gives you a huge edge

over other sales reps● Sales reps who give up when they go to voicemail miss out

on potential sales

Before you call, develop a voicemail strategy. You’ll get

more out of your cold calls and an edge on the competition.

Wise Guys Tip

2. Tap Into Your Prospect’s “Crocodile Brain”

How do you decide whether or not to call someone back?

How do you think your prospect decides?

Does your prospect thoughtfully consider each message?

Does he conduct a cost-benefit calculation of whether a callback is

worthwhile?

Of course not. He runs through his voicemails quickly,

making snap decisions…

...and deleting as many as possible.

“The crocodile brain wants things fast, condensed, and high-contrast. Wire your pitch accordingly.”Oren KlaffPitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“We are not thinking machines that feel, we are feeling machines that think.”Professor Antonio DamasioProfessor of Neuroscience and Director of the Brain and Creativity Institute at the University of Southern California

How Your Prospect Thinks:● Your prospect has a “thinking” brain and a “reactive” (or

“crocodile”) brain● The crocodile brain acts as a filter, making snap decisions

based on limited information about what’s important and what isn’t

● With voicemail, your prospect’s crocodile brain decides whether to reply or delete in just a few seconds

● To generate a callback, your voicemail must appeal to your prospect’s crocodile brain

What appeals to your prospect’s crocodile brain?

Things that are fast, clear, and condensed.

Things that stand out.

Things that appear urgent and/or threatening.

Develop a voicemail script that’s brief and direct, and that

conveys a sense of urgency to your prospect.

Wise Guys Tip

3. Use a “Boomerang” Message

Boomerang Message:A message designed specifically to get your prospect to “come

back” to you.

Boomerang Message:“Hi [prospect’s first name]. This is [your name]. I’m calling regarding [competitor

company who is your client]. Once again, this is [your name]. My phone number is [phone

number]. Again, that’s [phone number]. I look forward to speaking with you.”

A Boomerang Message:● is concise, clear, and direct● conveys a sense of urgency (“If it involves my

competitor, I better call back.”)● conveys a threat (“What does my competitor

know that I don’t?”)● contains no unnecessary information

Common QuestionsCan I say I’m calling about a competitor even if they’re not a client? No. Misleading your prospects might generate callbacks, but it won’t establish trust.

What if I have no clients in my prospects’ industry? Work on getting a referral or pick another market segment.

What do I say if/when my prospect calls back? “We’ve been working with [competitor] to advance their priorities and I thought you might be interested in hearing about it... and about how we might be able to help you in the same way.”

Develop a voicemail script with the singular goal of generating a callback. Leave

information about yourself, your business, and your product for another time when you have

your prospect’s undivided attention.

Wise Guys Tip

4. Leave a Positive Impression

Because your prospect’s crocodile brain is emotional and reactive…...words can only take you so far.

With voicemail, what you say is important…

...but how you say it is even more important.

Making an impression on the phone is 17% words…

...and 83% tone.

Avoid meaningless phrases that leave a negative impression because they make you

sound frustrated, wishy-washy, or overly deferential:

“I’ve been trying to reach you…”

“I just...”

“I wanted…”

“Sorry…”

Practice reading your voicemail script. Voicemail is a one-way conversation with a

machine; there’s nothing to take you by surprise or catch you off-guard. Craft it,

practice it, and nail it every time.

Wise Guys Tip

Question:How can you make the absolute most out of your cold calls when

80% go to voicemail?

Hang up and try again later?

Leave a message off the top of your head?

Include a ton of information about who you

are and what you sell…

...and pray your prospect listens to the whole message?

Instead, maximize your “cold call batting average” with tactics that:

● Treat voicemail as a powerful tool in your cold calling arsenal

● Appeal to your prospect’s reactive crocodile brain

● Clearly and directly convey a sense of urgency● Leave a positive impression on your prospect

Voicemail Strategiesto Generate More Callbacks

© Business Wise Inc. 2015

Flickr Creative Commons images courtesy of:Battle Creek CVB, Machine Project, Paul Williams, Ervins

Strauhmanis, Niccolò Caranti, Moni Sertel, Flazingo Photos, Dineshraj Goomany, c0t0s0d0

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