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Prospect Voicemail Messages – Waste of Time or Lost Sales Opportunity?

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Views: 23701

There’s an age-old debate of whether or not to leave a voicemail message for prospects. In this episode of the Sales Management Minute, learn how how to turn voicemail messages from a waste of time to an effective strategy.

“Uh oh! I just got voicemail. What should I say? Hi, um…this is um Lee Salz from um Sales Architects um 763.416.4321. I’m um a sales management strategist and if you aren’t um happy with your sales, call me.”(click)

If you believe this is a sample of one of my voicemails, it is safe to assume I live in a refrigerator box under the highway because there’s no way I’m going to make it in sales with that approach.

Anyone who has been in sales for any duration knows that 75% of the time (or more), they’re going to get voicemail when calling prospects. That being the case, why do sellers develop a live call strategy, but few create a voicemail one? It stands to reason that with such a high percentage of selling time spent leaving messages there should be a defined, documented voicemail approach.

Once there is recognition of the need for a voicemail strategy, most start writing what they will say when they get a prospect’s voicemail. And, this is exactly why most voicemail strategies fail! How do you know what to say in the message if you haven’t identified your goal (purpose) in leaving a voicemail? If the goal is to prepare the prospect for when you reach her live on the phone, that’s a very different message than when you desire a return call.

Once the voicemail goal is identified, every word in the message should serve the sole purpose of achieving that goal.

See you next time on the Sales Management Minute.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.