Voicemail Strategies that Generate More Callbacks
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Transcript of Voicemail Strategies that Generate More Callbacks
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Voicemail Strategiesto Generate More Callbacks
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To uncover new, good local prospects…
...you need to make a lot of cold calls.
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Your objective:Secure as many
connections as possible from the calls you make.
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What strategies do you use to maximize your “cold call batting average”? Do you...
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...call the right prospects?
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...research common priorities and challenges for those prospects?
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...prepare yourself to get past a “gatekeeper”?
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...arm yourself with scripts and strategies?
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But what happens…...if no one answers?
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FACT: 80% of all cold calls go to voicemail.
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To make the most of all your calls, use these
voicemail strategies for generating more callbacks...
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1. Don’t Underestimate the Power of Voicemail
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Leaving a voicemail seems like a small thing.
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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
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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
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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
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2. Tap Into Your Prospect’s “Crocodile Brain”
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How do you decide whether or not to call someone back?
How do you think your prospect decides?
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Does your prospect thoughtfully consider each message?
Does he conduct a cost-benefit calculation of whether a callback is
worthwhile?
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Of course not. He runs through his voicemails quickly,
making snap decisions…
...and deleting as many as possible.
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“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
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“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
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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
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What appeals to your prospect’s crocodile brain?
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Things that are fast, clear, and condensed.
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Things that stand out.
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Things that appear urgent and/or threatening.
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Develop a voicemail script that’s brief and direct, and that
conveys a sense of urgency to your prospect.
Wise Guys Tip
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3. Use a “Boomerang” Message
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Boomerang Message:A message designed specifically to get your prospect to “come
back” to you.
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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.”
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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
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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.”
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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
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4. Leave a Positive Impression
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Because your prospect’s crocodile brain is emotional and reactive…...words can only take you so far.
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With voicemail, what you say is important…
...but how you say it is even more important.
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Making an impression on the phone is 17% words…
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...and 83% tone.
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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…”
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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
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Question:How can you make the absolute most out of your cold calls when
80% go to voicemail?
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Hang up and try again later?
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Leave a message off the top of your head?
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Include a ton of information about who you
are and what you sell…
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...and pray your prospect listens to the whole message?
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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
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Voicemail Strategiesto Generate More Callbacks
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