Often times, the waiting is the hardest part. You've made calls and sent emails, and now you're waiting. Ugh! Thankfully, sales trainer Mike Brooks has some ideas that will definitely shorten that waiting period. Read on and let us know what you think!
Last week I spoke at the first Los Angeles chapter meeting of the AA-ISP (American Association of Inside Sales Professionals), and it was great. What I especially liked about it was that it gave me and all those in attendance the chance to share current techniques and skills that are working in today's business environment. Networking in this way with other professionals who are struggling with and overcoming the same problems as you is how you come up with new and fresh ideas that not only work, but that make you better in the process.
The topic I spoke on was how to leave voicemails that get returned, and after my talk we had a discussion on what was working for people. This voicemail discussion led to what was working for emails as well, and I think we all got some really valuable ideas on what gets the most responses. Here they are:
Voicemail:
The most effective voice mail message was a short, somewhat vague one, but the person who shared it said she gets the most amount of call backs from it. It goes like this:
"Hi _________, I saw your profile on LinkedIn and I think it might make sense for us to talk - please give me a call back when you get this. My name is ______ _______ and my number is (your number)."
That's it! We all agreed that the reason this works so well is that it gets people's curiosity up. People wonder what it could be about and then call back. You would, wouldn't you?
The next is an email message that was shared and it had a great subject line and a good message that gets a smile. The person who shared this said that she uses it for prospects she's already sent her information too and for some reason they aren't responding to her calls. Here's what she does that almost always gets a response:
Subject line of her email is: "Should I stay or should I go?"
Great subject line from the title song by The Clash - you probably know it and are already singing the song in your head... And here's the body of the email:
"_________ I haven't heard back from you and that tells me one of three things:
1) You've already chosen another company for this and if that's the case please let me know so can I stop bothering you,
2) You're still interested but haven't had the time to get back to me yet.
3) You've fallen and can't get up and in that case please let me know and I'll call 911 for you...
Please let me know which one it is because I'm starting to worry... Thanks in advance and I look forward to hearing back from you."
Are you smiling again? It's no wonder that people respond to this. Besides making someone smile, what I like about this is it gives prospects a way out. It lets them know that it's OK if they aren't going to move forward with you, and as I've written before, it's better to know in advance than to keep chasing and begging.
Also, in some cases people really are still interested and using this approach will get them to let you know that, too.
Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.
Showing posts with label voicemail. Show all posts
Showing posts with label voicemail. Show all posts
Tuesday, August 3, 2010
Friday, January 29, 2010
No Voicemail = A Missed Opportunity
Leave a voicemail? Don't leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn't that a missed opportunity? What should you do? Take the advice of sales trainer Kendra Lee and don't miss out!
I always leave a message because how else will they know that you want to speak with them? In today's world where it's acceptable to screen calls, you may never reach your prospect if you don't. Add to it that a message allows a prospect to hear your interest in talking with them and your professionalism.
So why not do it? Take advantage of the 40 seconds or so to grab attention, leave a positive impression, and start relationship building.
Here are a few tips to increase your success rates.
Have an idea to go with the triggering event. The core of your message should be about a triggering event or business issue they're most likely grappling with. Don't talk about your offerings or the latest special deal. Focus on their issue and mention that you have some thoughts or an idea about how to address it based on work you've done with similar companies. It's the opportunity to get a new idea that'll make them want to speak with you.
Request a specific time. Don't stop with a request to call you. You'll end up playing phone tag, and they probably won't take the time to type in your email address even if you leave it. Instead, make it easy to connect by requesting a specific date and time to talk.
It sounds something like this:
I wanted to schedule 15 minutes to discuss my idea with you. By chance are you open Thursday at 2:30? Let me know. My phone number is 303-773-1285 or email me at klee@klagroup.com . I look forward to our discussion!
Do it again via email. Clearly you aren't expecting a response. Picking up the phone during a busy day is hard. If you have your prospect's email address, promise to send an email "in case that's an easier way for you to respond." Then send an email that say the same thing as your voicemail, including the time to talk. Don't attach anything or include any additional links beyond what you have in your signature. Keep it concise and to-the-point.
If you don't get a response, call Thursday at 2:30, further demonstrating your professionalism and interest in talking with the prospect. Leave a voicemail that you'd promised to call and reiterating what you wanted to talk about. Suggest a new time to talk and do it all again.
Switch it up. In today's environment it can take 9 times to get a return call so don't get discouraged. After the third call approach the gatekeeper to schedule a time scheduled on the prospect's calendar. Use your value proposition and let his assistant know you just wanted to share your idea.
The secret to success with this approach is to have real ideas to share about how to help your prospect address the business issue you mentioned. When you do that, your prospect is glad he took your call. He appreciates the value you provided. If all you do is spew on about your offerings, you didn't meet your commitment from your voicemail and you’ll never get a second chance.
Kendra Lee is a Prospect Attraction Specialist and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment.
I always leave a message because how else will they know that you want to speak with them? In today's world where it's acceptable to screen calls, you may never reach your prospect if you don't. Add to it that a message allows a prospect to hear your interest in talking with them and your professionalism.
So why not do it? Take advantage of the 40 seconds or so to grab attention, leave a positive impression, and start relationship building.
Here are a few tips to increase your success rates.
Have an idea to go with the triggering event. The core of your message should be about a triggering event or business issue they're most likely grappling with. Don't talk about your offerings or the latest special deal. Focus on their issue and mention that you have some thoughts or an idea about how to address it based on work you've done with similar companies. It's the opportunity to get a new idea that'll make them want to speak with you.
Request a specific time. Don't stop with a request to call you. You'll end up playing phone tag, and they probably won't take the time to type in your email address even if you leave it. Instead, make it easy to connect by requesting a specific date and time to talk.
It sounds something like this:
I wanted to schedule 15 minutes to discuss my idea with you. By chance are you open Thursday at 2:30? Let me know. My phone number is 303-773-1285 or email me at klee@klagroup.com . I look forward to our discussion!
Do it again via email. Clearly you aren't expecting a response. Picking up the phone during a busy day is hard. If you have your prospect's email address, promise to send an email "in case that's an easier way for you to respond." Then send an email that say the same thing as your voicemail, including the time to talk. Don't attach anything or include any additional links beyond what you have in your signature. Keep it concise and to-the-point.
If you don't get a response, call Thursday at 2:30, further demonstrating your professionalism and interest in talking with the prospect. Leave a voicemail that you'd promised to call and reiterating what you wanted to talk about. Suggest a new time to talk and do it all again.
Switch it up. In today's environment it can take 9 times to get a return call so don't get discouraged. After the third call approach the gatekeeper to schedule a time scheduled on the prospect's calendar. Use your value proposition and let his assistant know you just wanted to share your idea.
The secret to success with this approach is to have real ideas to share about how to help your prospect address the business issue you mentioned. When you do that, your prospect is glad he took your call. He appreciates the value you provided. If all you do is spew on about your offerings, you didn't meet your commitment from your voicemail and you’ll never get a second chance.
Kendra Lee is a Prospect Attraction Specialist and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment.
Friday, June 19, 2009
Leave Messages That Get Returned
Yesterday tele-sales expert Art Sobczak showed us what we might be doing wrong that's keeping prospects from returning our calls. Although prospects are busier than ever, Sobczak believes voicemail is not a lost cause - you just have to make it work for you. Here's what he suggests you do to start getting those calls returned.
Learn about them first. Be a detective. Glean info whenever possible. Go to their website. Enter the company name and prospect's name into search engines. Read trade publications, your local Business Journal, and the ones in your territory. Then use that information in your messages as it relates to how you might be able to help them get or avoid something.
Talk to others in the company. Anyone and everyone. Continue your info-gathering. Identify yourself and company and say, "I hope you can help me. I'm going to speak with Ms. Byer, and I want to be sure that what I have would be appropriate." Then ask questions.
Be prepared. Voicemail is not new technology. It shouldn't be a surprise that you will be asked to speak after the tone. So why not be prepared for what you'll say, without hesitation? (Just notice how many messages you get that begin with, "Uhhh...") There's no excuse to not be smooth and confident.
Use a "possible results" statement. This is the grabber. Mention what you might be able to do for them. Personalization increases their interest level. "I understand you're now looking at ways to increase the number of long-term leases at your Highland Park property. We specialize in some unique marketing methods that help property managers minimize vacancies..."
Use a multi-media approach. Don't rely on voicemail to carry the entire load. Back up your message with an email, a fax, a letter, or a message that you ask the screener to write on the pink message pad and give to the boss. And don't overlook the lowest tech, but highest touch approach: handwritten letters.
Say YOU'LL call back. You need to control the communication. It's your responsibility to reach them. Tell them you'll call back Thursday morning. Then DO it. But do give them options to reach you, leaving your phone number and email just in case they want to contact you.
Use a "last resort." At some point of repeated futility, depending upon their future potential and the size of your prospect pool, you need to punt and leave a final, firmer message. What is that point? If you sell office supplies, everyone could be a prospect, so the magic number at which you let go would be smaller than for someone selling train locomotives to railroads. What to say?
"...I've tried several times to contact you about how we might be able to help cut your cost of customer acquisition by 20% like we have for B.O. Industries. If I don't hear back from you I'm going to assume this is not something you'd like to discuss at this time..."
This often elicits a response (I've even heard apologies) from people who are interested and simply were too busy to reply.
While most sales reps are ensuring they never get through because of their voicemails, you can set yourself apart and pave the way for a productive conversation. Avoid these mistakes, use these ideas, and the sound of the tone will be like the music of a cash register!
Art Sobczak, President of Business By Phone Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. You can learn more at www.businessbyphone.com
Learn about them first. Be a detective. Glean info whenever possible. Go to their website. Enter the company name and prospect's name into search engines. Read trade publications, your local Business Journal, and the ones in your territory. Then use that information in your messages as it relates to how you might be able to help them get or avoid something.
Talk to others in the company. Anyone and everyone. Continue your info-gathering. Identify yourself and company and say, "I hope you can help me. I'm going to speak with Ms. Byer, and I want to be sure that what I have would be appropriate." Then ask questions.
Be prepared. Voicemail is not new technology. It shouldn't be a surprise that you will be asked to speak after the tone. So why not be prepared for what you'll say, without hesitation? (Just notice how many messages you get that begin with, "Uhhh...") There's no excuse to not be smooth and confident.
Use a "possible results" statement. This is the grabber. Mention what you might be able to do for them. Personalization increases their interest level. "I understand you're now looking at ways to increase the number of long-term leases at your Highland Park property. We specialize in some unique marketing methods that help property managers minimize vacancies..."
Use a multi-media approach. Don't rely on voicemail to carry the entire load. Back up your message with an email, a fax, a letter, or a message that you ask the screener to write on the pink message pad and give to the boss. And don't overlook the lowest tech, but highest touch approach: handwritten letters.
Say YOU'LL call back. You need to control the communication. It's your responsibility to reach them. Tell them you'll call back Thursday morning. Then DO it. But do give them options to reach you, leaving your phone number and email just in case they want to contact you.
Use a "last resort." At some point of repeated futility, depending upon their future potential and the size of your prospect pool, you need to punt and leave a final, firmer message. What is that point? If you sell office supplies, everyone could be a prospect, so the magic number at which you let go would be smaller than for someone selling train locomotives to railroads. What to say?
"...I've tried several times to contact you about how we might be able to help cut your cost of customer acquisition by 20% like we have for B.O. Industries. If I don't hear back from you I'm going to assume this is not something you'd like to discuss at this time..."
This often elicits a response (I've even heard apologies) from people who are interested and simply were too busy to reply.
While most sales reps are ensuring they never get through because of their voicemails, you can set yourself apart and pave the way for a productive conversation. Avoid these mistakes, use these ideas, and the sound of the tone will be like the music of a cash register!
Art Sobczak, President of Business By Phone Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. You can learn more at www.businessbyphone.com
Thursday, June 18, 2009
Why Your Voicemails Are Ignored
Tele-sales expert Art Sobczak is one of those people that gets right to the point - and I really like that. Here he shares the most likely reasons as to why prospects don't return your calls.
"The same reasons apply to all salespeople leaving voicemails," says Sobczak. "Pick any three (or more) of the following reasons."
The message is too long. Grab their attention within 10 seconds or you're done. Picture someone picking up their voicemails in a busy, noisy airport; they don't have time to listen to your life story.
It's not about them. They don't care about you, or that you're their new "account manager." And really, why should they? They're just like Tony Keith in his song, "I want to Talk About ME."
You sound salesy. Mention that you have a new product, a service, that you want them to do business with you, or that you want to meet with them, and you evoke the same resistance as when the store sales rep says, "May I help you?" Face it: most people run the other way when a salesperson approaches them.
Most people don't return voicemails from sales reps. News alert: They're swimming upstream as fast as they can to stay up with their daily piles of work and emails. Very few say, "Oh, good. Another call from a sales rep. Move that to the top of the to-do list."
You only called once. Even if someone returns the occasional voicemail, who do they call? Probably not the one-time caller. A buyer I interviewed told me that he never returns calls, and the only sales reps who have the remotest chance of even getting through his screener next time are those he recognizes as having left several interesting voicemails.
Now that you know why they aren't calling back, it's time to start fixing those problems. Sobczak will be back tomorrow with advice that will help you craft messages that get returned.
Art Sobczak, President of Business by Phone, Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. Learn more at www.businessbyphone.com
"The same reasons apply to all salespeople leaving voicemails," says Sobczak. "Pick any three (or more) of the following reasons."
The message is too long. Grab their attention within 10 seconds or you're done. Picture someone picking up their voicemails in a busy, noisy airport; they don't have time to listen to your life story.
It's not about them. They don't care about you, or that you're their new "account manager." And really, why should they? They're just like Tony Keith in his song, "I want to Talk About ME."
You sound salesy. Mention that you have a new product, a service, that you want them to do business with you, or that you want to meet with them, and you evoke the same resistance as when the store sales rep says, "May I help you?" Face it: most people run the other way when a salesperson approaches them.
Most people don't return voicemails from sales reps. News alert: They're swimming upstream as fast as they can to stay up with their daily piles of work and emails. Very few say, "Oh, good. Another call from a sales rep. Move that to the top of the to-do list."
You only called once. Even if someone returns the occasional voicemail, who do they call? Probably not the one-time caller. A buyer I interviewed told me that he never returns calls, and the only sales reps who have the remotest chance of even getting through his screener next time are those he recognizes as having left several interesting voicemails.
Now that you know why they aren't calling back, it's time to start fixing those problems. Sobczak will be back tomorrow with advice that will help you craft messages that get returned.
Art Sobczak, President of Business by Phone, Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. Learn more at www.businessbyphone.com
Tuesday, June 9, 2009
Sales Tip: The Early Morning Voicemail
Sales trainer and speaker Mark Hunter gives quick tips on his blog that pack a punch. Follow his tips and see your client relationships grow!
"Leaving voicemail messages is not a very effective way to develop new relationships, but it is a great way to keep in contact with your current customers that you don't deal with frequently," says Hunter. "The entire process takes less than 5 minutes a day if you do it between 7:00 and 7:30 AM. During this time, the majority of people are not at work. Calling them early in the morning almost guarantees that you'll reach their voicemail, allowing you to make 3-5 calls in the span of only 5 minutes. Your objective should be to keep the person you're contacting from forgetting about you. Start the message by telling your contact that you haven't heard from them lately. Compliment them on their business or simply suggest that the two of you should talk later. If you happen to reach someone at this time of morning, all the better. The person who answers will be impressed that you're at work before most people, and, chances are, they will be willing to talk for a few minutes. Remember, your objective is not to sell anything. It's simply to raise the other person's awareness of you, thereby opening the door for future sales."
"Especially in today's marketplace, keeping your name in front of your clients is crucial," continues Hunter. "Everyone is fighting for business and those who don't put forth the effort to stay on the top of the list will quickly fade or be replaced by their competition. Remember, "out of sight, out of mind." Using this early morning voicemail technique is especially effective because it accomplishes your purpose with great efficiency. Not only have you started your day off achieving an important goal, you can use the rest of your time to focus on your day's objectives."
Mark Hunter, "The Sales Hunter", assists companies to identify better prospects, close more sales, and profitably build more long-term customer relationships. To receive his free weekly "Sales Hunting Tip" visit www.TheSalesHunter.com
"Leaving voicemail messages is not a very effective way to develop new relationships, but it is a great way to keep in contact with your current customers that you don't deal with frequently," says Hunter. "The entire process takes less than 5 minutes a day if you do it between 7:00 and 7:30 AM. During this time, the majority of people are not at work. Calling them early in the morning almost guarantees that you'll reach their voicemail, allowing you to make 3-5 calls in the span of only 5 minutes. Your objective should be to keep the person you're contacting from forgetting about you. Start the message by telling your contact that you haven't heard from them lately. Compliment them on their business or simply suggest that the two of you should talk later. If you happen to reach someone at this time of morning, all the better. The person who answers will be impressed that you're at work before most people, and, chances are, they will be willing to talk for a few minutes. Remember, your objective is not to sell anything. It's simply to raise the other person's awareness of you, thereby opening the door for future sales."
"Especially in today's marketplace, keeping your name in front of your clients is crucial," continues Hunter. "Everyone is fighting for business and those who don't put forth the effort to stay on the top of the list will quickly fade or be replaced by their competition. Remember, "out of sight, out of mind." Using this early morning voicemail technique is especially effective because it accomplishes your purpose with great efficiency. Not only have you started your day off achieving an important goal, you can use the rest of your time to focus on your day's objectives."
Mark Hunter, "The Sales Hunter", assists companies to identify better prospects, close more sales, and profitably build more long-term customer relationships. To receive his free weekly "Sales Hunting Tip" visit www.TheSalesHunter.com
Friday, June 13, 2008
Prison Break: Escaping from Voicemail Jail
All modern technology has its good aspects and its bad aspects - and none more than voicemail. Just ask the harried CEO with 34 messages after lunch, the inside sales rep who never gets to talk with anyone, or sales trainer Colleen Francis."We love voicemail because it lets us ignore calls we don't want to take, or prepare for calls we'd rather not take right now," says Francis. "We also hate it because it lets our prospects do the exact same thing - including ignoring calls from us! Like all business tools, voicemail can be a double-edged sword. If you know how to manage it, you'll never again have to blame voicemail for not closing enough business."
Here are Francis' tips to get out of voicemail jail free!
Never leave a voicemail message for someone who doesn't know you.
To the prospect, you're an anonymous caller. The chances of this stranger ever returning your call are, at best, about one or two percent! The only time you should ever leave a voicemail for a prospect is when you have been referred to them.
Voicemail should only be used as a last resort.
Too often, we give up as soon as voicemail kicks in on a call, either leaving a message (bad idea) or hanging up (better, but not great).
When in doubt, hit zero.
You owe it to yourself to try everything you can to either locate them, or at least find out something about them. One way to do this is to hit zero when a voicemail message kicks in. You'll likely get bounced to a receptionist, an executive assistant or a co-worker. Try asking the following question:
"I was hoping you could help me. I'm trying to reach Jane Smith, and her voicemail picked up. Do you know if she's in a meeting, or out for the rest of the day?"
Depending on the response you receive, you can then try one of the following strategies:
Strategy one:
Them: "She's in a meeting."
You: "Thanks for your help. Do you happen to know when she'll be available? Maybe it's best to call back then?"
Strategy two:
Them: "She's away today."
You: "Thanks for your help. Do you know if she will be back tomorrow?"
Strategy three:
If you speak to your prospect's personal assistant, ask if it's better to schedule a call in advance, and then have them set up a fifteen-minute appointment.
You can't make a sale if you don't talk to your prospect! Give these strategies a try, and let us know how you break out of voicemail jail.
Colleen Francis is Founder and President of Engage Selling Solutions. Sales and Marketing Management has ranked her one of the "5 most effective sales trainers in the market today." Subscribe to her online newsletter Engaging Ideas and you'll also receive 10 weeks of free sales tips.
Tuesday, February 5, 2008
Got voicemail? No problem!
Are you leaving message after message with no response? If you answered yes, try these quick tips from sales trainer and speaker Mark Hunter. Your phone just might start ringing off the hook!
- If your goal is to get the phone call returned, don't leave information that would allow the person to make up their mind. Add a call-to-action to your message by providing a key date or something of interest that will encourage the person to return the call. You have to create a reason for them to call you back.
- Avoid asking people to call you back at a certain time. This gives them an excuse not to call you. For the same reason, never state in the message that you will call them back.
- When leaving a message with multiple points, be sure to immediately disclose how many you will be making. This will prevent the recipient from accidentally fast-forwarding or deleting before it is completely heard.
Subscribe to:
Posts (Atom)