How often do you cold call a potential client, only to be connected to their voice mail? Do you leave a message? Many people do not leave messages because they never received a call back. This is because usually one of two things: 1) that simply leave their name, company name and phone number, or 2) that leave a detailed message which sounds like a sales pitch. Either way, you're never going to get a call back. That's why there's WIIFM (what's in it for me?) To the called party.
With a little 'planning, you can not only use voice mail to get a return phone call, but you can use it to leave a memorable impression that will lead to a meeting with the potential client.
So what is the trick to get them to call back? A good rule to leave voice messages that get return calls is to 1) get started with your 30 seconds elevator speech (or the first part of it), and 2) make an interesting statement that is their thinking! Use words that describe how you feel frustrated :, disappointed, irritated, annoyed, concerned, overwhelmed, unhappy, skeptical. Here's an example:
Hi, this is John Smith with All-American Cleaning Company. We work with companies who are frustrated with their current cleaning service, or disappointed in the value they are receiving the money they are spending. If this sounds familiar, please give me a call so I can have some solutions for you. My number is 555-123-1234. I look forward to speaking with you.
Although this does not compel the prospect to return your call, do not give up. Remember, it takes several "touches" before people make a purchase in order to continue to follow up with them. It means you're leaving multiple voicemail messages? No, you could get blacklisted if you repeatedly do. But after a week, try another voice mail follow-up which is similar to the first message you left, but with a little 'more urgent:
Hi, this is John Smith with All-American Cleaning Company again. If you are frustrated with your current cleaning company or find you're spending too much time managing complaints of tenants, I can be a valuable resource for you. Please give me a call at 555-123-1234.
Challenge yourself to create a list of problems that customers want to solve. Then use this list to create variations of the voice messages above. Track voice messages get better response and start using these as the first and second voice messages. The goal is to get the prospect to pick up the phone and ask: "How can you do?"
Another way to keep contact with this perspective is to make a follow up call after sending out a sales letter, flyer or brochure. In this case, leave a message similar to the following:
Hi, this is John Smith with All-American Cleaning Company. I'm calling about the information I posted about the benefits of using green cleaning methods for the health and safety of your tenants and employees. I only need about 10 minutes of your time. Are you available next Tuesday at 9 am or next Wednesday at 11? Please give me a call at 555-123-1234. I look forward to meeting with you.
At this point, your prospect has had four "touches" by you - the first two voice messages, send and follow-up to the mailing. What if it had given up after the first call? The prospect would have forgotten you long ago. But now they have heard from you four times, so with a little 'more persistence you should be able to connect with the prospect. They'll remember who you are and you will have many more chances to get that in-person meeting.
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