Make Voice mail Work for you!

'I can never get through to decision makers - all I ever get is their voice mail!' Sound familiar? The new gatekeeper in the sales process is electronic - it's voice mail! So what to do? You, getting a meeting with the decision maker, depends on how motivated they are after listening to your message. So this week's sales tip will focus on how to plan for and execute voice mail messages that will get desired results.

Rule 1
Accept that voice mail is a very likely outcome for most of your telephone call. So, don't react when you are put through to voice mail - have a forward plan! Here at Evolve, we often liken this to having a 30 sound bite / advertisement - which focuses on the ultimate result you feel you could possibly deliver to this customer.
Action Point: Prepare a 30 second advertisement.

Rule 2
The message must motivate and influence the listener! Begin by focusing on the action that you want the customer to take. If you're cold calling for a first appointment, for example the action you want the customer to take might be to get back to you, either in person or via email or fax. Don't get confused in what you are selling when you leave a message. You are selling a return conversation or call not your product! Try hook the prospect by focusing on an issue that may be effecting their company / sector / industry and identifying some way you might be able to address that issue!

Rule 3
Consider ways that you might precondition the prospect to return your call. For example, you may send a letter, follow it with an email, follow that with a fax, and then make your phone call.

Rule 4
What to do if the voice mail is during the sales process? Answer: Where possible pre-empt your next customer contact at the previous one! Think ahead with the customer, instead of agreeing to call him and make an appointment for the next meeting, make the appointment there and then. Even if the situation or one of your schedules changes, you can then use voice mail to your advantage by calling with a schedule change, leaving that message, and getting your customer's acknowledgment on your voice mail!