It’s easier to overlook the sales voicemail for its flashier cousins – the sales call and email. Will the prospect even listen to it? And if they do, will they really pick up the phone and call you back?
While it may seem to you like a shot in the dark, the sales voicemail is an effective touchpoint to have in your sales arsenal. It’s a pithy way of advancing the sales process, demonstrating enthusiasm and interest, and conveying relevant information.
Tempted to hang up? Think again with these seven easy tips sales development reps can use for improving their sales voicemail.
Loosen Up a Little
Whether it’s your first voicemail of the day or your 101st, the last thing you want to do is sound stiff and robotic. You may be going off a script, but you don’t want to sound like a script. Take a second as the phone is ringing to renew your enthusiasm. This is a person you’re eager to talk to, and that fact should be reflected in your tone.
Think Beyond the Call-Back
The end goal of a sales voicemail isn’t just a call-back. That’s setting the bar too low. The purpose of the sales voicemail is to kick-start a relationship to advance the sales process along with the ultimate aim of a final sale in mind.
Consider Voicemail Drop
If you want a voicemail that you know works well, one that’s tailored to a specific situation, consider using voicemail drop – a VoIP feature that allows you to choose from various pre-recorded messages. A part of VanillaSoft’s sales engagement solution for inside sales teams, it allows you to save time and send a relevant, quality message every time.
Contextualize the Call
Did the prospect click on a link, did they engage with a social media post, or request a demo? If so, place your call in that context. Don’t just rattle off your company name and a few talking points about your product. Understand their relationship to the product.
Clearly State What You Want
If you want to schedule a demo, tell them you want to schedule a demo. If you want them to please call you back, say, “please call me back.” Be as direct and specific as possible when it comes to what you want from the prospect.
Keep It Brief
Thirty seconds – you have 30 seconds to introduce yourself, advance the sales process, provide context, and clearly state what you want. Any longer than 30 seconds and you risk the prospect deleting it in annoyance; any less, and you’ve provided too little to engage.
But Don’t Be Quick
Though you may only have 30 seconds, resist the urge to speed up your speaking. Motoring through a script smacks of uncaring – it sounds like you’ve been doing this all day. And besides, speeding through your name and phone number won’t give the prospect a chance to clearly hear it the first time. And there may not be a second listen.
Whatever you do, don’t hang up. With the right content, tone, and delivery, a sales voicemail can be a powerful tool for advancing the sales process.