Over the past six months, I have polled businesspeople on LinkedIn asking for the top voice mail mistakes in business development. Here are eight representative responses (received many, many responses):
Ross Wooldridge writes, "…Leave too long a message. If you leave
a message at all, I believe you only have a slim chance of getting a call back…"
Eric Freeman writes, "I think it is important to repeat your phone number in a clear and coherent voice. I have received many messages that I truly want to call back, however I am unable to understand the number."
Justin Sallie says, "I think one of the main failures is leaving a lengthy message where they leave all of the contact information at the end. I appreciate and make it a point to leave name, who I am, and my phone number (slowly spoken), then leave all other details after.
Kelley Robertson brings up a great idea, "The biggest mistake is leaving a message that talks about your company rather than identifying your expertise on a particular problem. Demonstrating your expertise does NOT mean telling a prospect how long you've been in business, who your clients are, etc. Your voice mail message MUST give someone a reason to say, "I need to talk to this person.""
Diana Maccia says, "…Hello all! When was the last time someone called you back when you prospected? I will give a prize to the first person that said they got a call back.
I never left voicemails as I figured that the customer would delete it. Now I leave a quick voicemail that says "sorry I missed you, I will call again tomorrow" My name and number. Then I call again, sorry I missed you, can I have your email and I can communicate with you that way. No answer. Another voice mail. But, eventually when they pick up the phone they will know who you are.
Biggest mistake...leaving a voice mail about what you are selling. No one wants to be sold in a voice mail. What's in it for them? How do you sell to a message machine? It's hard enough selling to a human voice, never mind a machine. Or is it just about the boss's quota of the day? 50 calls? I remember those days, make your quota. I didn't want a human or it would take time away from the other 49 calls. Obviously not the way to get customers.
If you do leave a message, make it quick and precise. Hopefully by the time you do connect they will be open to speaking to you."
Jennifer Leake comments, "Overall #1 Mistake: Having no plan or preparation of what to say if you do get voice mail. You should know what you will say if you get the voice mail BEFORE you make the call.
I have done all of the above - left no message, left a short message and left a message I'll describe below. I think it depends on whether it's a cold call, a warm call, a strong referral, or a call to a current client.
Cold call - probably wouldn't leave a message. If I missed them several times, I'd start trying to find a live voice to find a best time to catch the person.
Mike Nicholson has a novel idea: "Sales 201- Hang up half way through your message.....I know I will probably receive a negative response on this one, but done properly, extremely effective."
"Listen" to Joe Zente who says, "Phone Sales Success is 1 part Words, 5 parts Tonality and 50 parts Mindset.
Whether leaving a voicemail or speaking directly, Words are WAY overrated."
What do you think? Is there a place for voice mail in business development?
Mike McCann
Mike-at-GlobalBusinessCafe.com
