Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

How to Deal with Voicemail During Sales Prospecting

13,128 views

Published on

Prospects are reluctant to answer their phone. As a result, you can sometimes spend more than 50% of your prospecting time reaching prospect's voicemail boxes. Having a solid approach for how to minimize this challenge is critical to your success when sales prospecting. This presentation goes through some practical concepts and tips to help you out.

Published in: Business, Education
  • Great slides! thanks for sharing. I’d like add some other great tools: 1- Outreach.io (Paid) - Send follow-up emails; 2- ReplyUp.com (Freemium) - Send follow-ups emails; 3- WhoIsVisiting.com (Paid) - Identify unknown B2B website visitors; 4- Found.ly (Paid - It's us) - Sales prospecting tool on LinkedIn; 5- Attach.io (Paid) - Viewer engagement analytics for presentations; Thanks
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

How to Deal with Voicemail During Sales Prospecting

  1. 1. Making Sales Using Voicemail: It Can Be Done Michael Halper Founder and CEO SalesScripter, LLC
  2. 2. • 20 years frontline sales, marketing, and customer service experience • Founder and CEO of Launch Pad Solutions and SalesScripter • Author of The Cold Calling Equation – PROBLEM SOLVED • President of the American Association of Inside Sales Professionals Houston Chapter • ICF Certified Professional Coach • MBA University of Houston, Masters of Science University of Texas at Dallas
  3. 3. Your Biggest Challenge
  4. 4. Getting Prospects on the Phone Prospects simply don’t answer their phones: • • • • Prospects able to screen calls with Caller ID The decision makers you are trying to reach are in meetings all day and away from their desk When the prospect is at their desk, they are too busy to answer the phone The prospect gets cold calls from sales people all day and cannot answer any incoming calls or they would talk to sales people all day You can spend more than 50% of your time reaching voicemail messages.
  5. 5. Key Assumption Prospects will not call you back. This is a safe assumption for four reasonable reasons: 1. The prospect is not interested 2. The prospect is too busy 3. The prospect assumes you will call back 4. The prospect does not listen to your message
  6. 6. Importance of this Assumption Fully embracing this will help with: 1. Determining when to leave a message 2. What we say in our message 3. What we do after leaving a message 4. Our expectations after leaving a message
  7. 7. Building Voicemail Messages
  8. 8. Voicemail Core Concepts • Goal is not to get a call back – Educate and reinforce your other communication efforts • Message should be between 15 to 30 seconds • Create multiple voicemail messages – – • Maintain control of next step – • You will call the prospect back Leave contact information clearly – – • Allows you to leave something different on each recording Allows you to build on your previous messages Talk slowly Leave twice Send an email after every voicemail messages – – Easier for a prospect to respond to Easier for a prospect to extract and save your information
  9. 9. The Pillars of Sales Messaging Sales Messaging Strategy Alternative Approach Credibility Presentation Interest Website Objections Networking Qualify Email Pain Introduction Value Cold Call
  10. 10. What is Value • Transfer of an intangible attribute from one party to another that has a positive net worth • Could be at a personal level: – – – – – • At a business level: – – – – – • Making someone laugh Teach someone how to do something Being a good listener Providing security Making someone’s day easier Helping a business to save money Helping a business to make money Proving valuable information Making someone’s day easier Helping to save time It is not your product, it is what your product helps your clients to do or to achieve
  11. 11. Three Levels of Value Personal Value • • • Income Career Workload Increased bonuses, commissions Recognition and promotions Decreased/increased workload Business Value • • • Revenue Costs Services Improve revenue / market share / close rate Decrease cost of goods sold / labor cost Improve delivery of services Technical Value • • • Processes Systems People Automation of manual processes Improve performance Decrease time to perform work Improve reliability
  12. 12. What is Pain • Something not working well – Causing a negative impact • Something could be working better – Results are not as good as could be • Are things great, good, ok, or could be better ? – Great or good: probably no pain – OK or could be better: likely pain
  13. 13. Three Levels of Pain Personal Pain • • • Income Career Work Environment Low bonuses, commissions, compensation No recognition, no promotions / career path High workload, poor work–life balance Business Pain • • • Revenue Costs Services Low revenue / market share / close rate High cost of goods sold / labor cost Poor delivery of services Technical Pain • • • Processes Systems People Slow, broken, or manual processes Poor system or employee performance Lack of reliability
  14. 14. Establishing Credibility • Name Dropping • Storytelling • Lack of Availability • Lack of Neediness • Picture of Consensus
  15. 15. Voicemail Message Examples Focus on your value: Hello [Prospect Name], this is [Your Name] from [Your Company]. Purpose for my call is that we help [your technical or business value]. I actually do not know if you all need what we provide and that is why I was calling you with a question or two. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number]. Thank you and I look forward to talking with you soon.
  16. 16. Voicemail Message Examples Focus on the pain you resolve: Hello [Prospect Name], this is [Your Name] from [Your Company]. Purpose for my call is that we find that many companies like yours have challenges with: (Share a couple common pain points) I actually do not know if you all are concerned about any of those areas and that is why I was calling you with a question or two. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number]. Thank you and I look forward to talking with you soon.
  17. 17. Voicemail Message Examples Focus on a name drop example: Hello [Prospect Name], this is [Your Name] from [Your Company]. Purpose for my call is that we worked with [a name drop client of yours] and helped them to [technical benefit] and this led to [business benefit]. I actually do not know if you all are concerned about any of those areas and that is why I was calling you with a question or two. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number]. Thank you and I look forward to talking with you soon.
  18. 18. To leave a message or not leave a message? That is the question.
  19. 19. Things to Consider • Leaving messages is time consuming • Limits your call back timing – You can call back in a shorter time period without leaving a message – Calling multiple times in same day is OK without a message
  20. 20. Call Cadence Round 1 1. Pre-call email 2. First phone call 3. Leave voicemail message #1 4. Send voicemail follow-up email #1 5. Pause (1 day, 2 days, 1 week) Round 2 1. 5 to 10 calls with no voicemail message 2. After 2 weeks, leave voicemail message #2 3. Send voicemail follow-up email #2 4. Pause (1 day, 2 days, 1 week) 5. Move laterally and horizontally to find new contacts and start round 1 Round 3 1. 5 to 10 calls with no voicemail message 2. After 2 weeks, leave voicemail message #3 3. Send voicemail follow-up email #3 4. Potentially close contact or move to drip campaign
  21. 21. What to Do After the Voicemail
  22. 22. Follow Up with a Voicemail Hello [Prospect Name], this is [Your Name] from [Your Company]. As I mentioned in a voicemail I just left you, I am reaching out to you because we worked with [a name drop client of yours] and helped them to [technical benefit] and this led to [business benefit]. I actually do not know if you all are concerned about any of those areas and that is why I was calling you with a question or two. I will try you again next week. If you are interested in talking more about your challenges and learning about the value and insight that we have to offer, I can schedule a brief conversation next Tuesday or Thursday morning.
  23. 23. Go Back to the Gatekeeper • Try to connect with someone else – – – • Someone that does something similar from a functional standpoint Someone above or below in the organization “I am trying to connect with Mary Phillips but can’t seem to get a hold of her. Do you know who in her organization I should connect with? Is there someone else that holds the same role as her? Is there anybody that reports to her? Who does she report to?” Try to connect with department executive assistant – – Gather information Find additional contacts
  24. 24. Summary • You will face voicemail a lot, have a plan • Use it as a tool to communicate, not to trigger action • Making some of the changes suggested will improve your ability to connect • Connecting more will lead to more conversations and meetings • This will create more leads and improve sales results
  25. 25. SalesScripter 1. Asks all the key questions 2. Maps answers to document library What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________ www.salesscripter.com
  26. 26. If You Want More Help • The Cold Calling Equation – Problem Solved – • Web-based training program – – – – – – – – – – • Week 1: Ideal Sales Process and Communicating Value Week 2: Finding Prospect Pain Week 3: Ideal Prospect and Qualifying Week 4: Dealing with Objections and Getting Around the Gatekeeper Week 5: Building Rapport, Interest, and Credibility Week 6: Generating Leads and SalesScripter Overview Week 7: Improving the Connect Rate Week 8: Inner Game Week 9: Managing Prospecting Meetings and Managing Sales Cycles Week 10: Improving the Close Rate and Disqualifying SalesScripter – – • Available on Amazon - $15.95 www.salesscripter.com Walk-through services available SalesScripter Demonstration – Every Thursday

×