Voicemail: The 5 Golden Rules
by Mike Brooks, Mr. Inside Sales

I remember a time -- and it doesn't seem like that long ago -- when voicemail was all the rage. There was no e-mail, so people tended to honor and even return voicemail messages. It was a good time...

But that's history now. E-mail has changed everything, and people now hit the delete button on their voicemail messages the instant the they hear something they don't like -- which is usually when it's a message from an unknown inside sales rep. What to do?

The good news is that there are some rules you can follow that will give you the best chance at getting your prospect to maybe call you back.

And I say maybe because people are simply too busy to call people back -- especially a sales call

To give yourself the best chance of being one of the lucky few who do get called back, follow the 5 Golden Rules of voicemail messages, and cross your fingers -- a little luck never hurts.

Golden Rule #1 -- Be specific.

It is imperative to do some research and leave a message that specifically addresses a problem or event that your prospect is dealing with. For example, if you find out on their website that they are opening a new branch or division in another city, mention this and tie it in with your value proposal. And always use their first name. Something like:

"Hi Barbara, Mike Brooks here with HMS software. I'm calling about your new office that's opening in Houston next month, and I wanted to provide you with some ideas that may help with your networking issues. We work with a lot of companies in the area, and I think you'll find it useful if we talk.

You can reach me by calling area code (800) 222-0568. That number again is area code (800) 222-0568, and ask for Mike Brooks. I look forward speaking with you and thanks for returning my call.”

Golden Rule #2 -- Use a script.

You absolutely must script out exactly what you're going to say. Nothing gets your message deleted quicker than a series of ums and ahs. People are way too busy to sit through -- let alone call back -- a message that rambles on and on by someone who doesn't appear to know why they are calling.

Also, by scripting your message you can create great content ahead of time and delivered like a professional -- unlike the other 80% of the messages they get.

Golden Rule #3 -- State their problem and offer a solution.

Did you notice that in the voicemail sample in rule #1, I mentioned a specific event (their move) and a possible problem (networking issues) as well as potential solutions to their problems (some ideas that may help you)?

This is the winning voicemail formula -- mention specific problems your prospect is having and offer your solutions to them. Prospects are only thinking about themselves and will only be interested in you if you can help them solve their problems.

By addressing this in your voicemail, you stand the best possible chance at getting your call returned.

Golden Rule #4 Mention how your solution has worked for others in their industry.

Did you notice in the sample voicemail message the part about “we work with a lot of other companies in your area"? People want to work with, and in fact feel comfortable working with, people who understand their business. If you have experience at solving other company’s problems, then your prospect will want the same solution as well.

Everyone wants to work with successful companies and if other companies are using you, they figure you've got to be doing something right.

Golden Rule #5 – Never, ever leave more than two messages.

After you leave your first message, wait at least a week before you leave a second. And if that doesn't get returned, move on.

The last thing you want to be is a pest and a desperate one at that. After two messages, your prospect has your name and number, and if they are interested they will call you back. And if they don't then you get to spend time looking for someone who will.

In conclusion: to give your voicemail messages the best chance of being returned, follow these 5 Golden Rules. And make sure to have a solid script ready for when they do call back!

If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm

Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: http://www.MrInsideSales.com