Turn Voice-Mail Messages into Sales Opportunities – Part II
Demeter cleared his throat. “How about this: ‘Hello, this is Demeter from FEI. I’d like to tell you how our custom fire ovens can increase your restaurant’s food preparation efficiency by 25 percent. Please call me back at 1-800-FEI-OLYMPUS.’”
“Not bad, but it’s usually better to end a voice-mail message by promising to follow up appropriately, rather than putting the ball in the prospect’s court by leaving your number,” Zoot explained. “Instead, say ‘If I don’t hear back from you, I’ll call you again next Tuesday at 10 a.m.’”
“Got it!’ Demeter said cheerily.
“Now replace the drawn-out messages you’ve been leaving for restaurant prospects with that one, and see where it gets you,” Zoot suggested.
Three weeks later, Zoot dropped in on Demeter again. “Never have so many prospects returned my voice messages!” Demeter exclaimed. “Leaving a concise, purposeful message makes it easy for prospects to understand why I’m calling and call me back. In fact, Dionysus from Dionysus Café, who hadn’t responded to any the messages I left in the past six months, just called back and placed his first order!”
“Fantastic!” Zoot said. “Never underestimate the power of a voice-mail message that gets right to the point and doesn’t waste the listener’s time.”
“Speaking of which, I think you owe me a returned call,” Dionysus said with a grin. “Golf season’s starting soon, and you’ve had my putter for almost six months!”
Zoot winked. “Getting that baby back will require more than a good voice message.”
Today’s FIRE! Point
Slogging through dozens of voice-mail messages gets unbearable when every caller seems to ramble on with no end. Instead use brevity to stand out. Keep messages to less than 20 seconds and communicate a single point—any longer, and you risk losing the recipient's interest. Drafting and rehearsing a concise, pre-planned message can prepare you for either having a strong conversation or leaving an effective voice-mail message.