Lets Review Some Voicemail Basics,
Then Analyze a Voicemail Script, Phrase by Phrase (below)
Bulletin: Very few people who listen to a voicemail will return the call. How insightful. Some will and we want every word we select to encourage that. However, immediate response is not the only purpose of a voicemail.
The voicemail works as part of your total system of interaction to ultimately achieve your business purpose. Gain a commitment for a solid next step from a highly-qualified decision-maker.
The other purpose of the voicemail, just as important as generating an immediate response, is to increase name recognition, and build familiarity with your message.
People respond to things they are comfortable with. You want to keep your message consistent among your phone scripts, voicemails and Emails so that your suspects can absorb the message and be comfortable with it. If they can absorb it and understand it you have a greater shot of them saying “Yes.” If they cannot grasp it they cannot say “Yes.” So you get a non-response or something else.
It’s common for newbies to think they have to write multiple voicemails to mix things up. This is the exact opposite of what you should do. Two reasons. First of all, it’s difficult enough to write one good voicemail that works for you. Trying to write three good ones is mission impossible stuff.
You want to keep your messaging consistent so that people can absorb it, understand it, then act on it. If you send them mixed messages, it is less likely they will absorb it, it will be harder for them to understand it and the odds that they will act on it plummet.
Consistency of messaging builds credibility and recognition.
Your voicemail is a touch. The more touches you deliver to your carefully chosen suspects with to the point consistent messaging; the more likely it is that they recognize your name and grasp what you might do for them.
If that happens, it increases the odds that they will respond to a touch, call you if they have a need or be more receptive to your phone call. That is why we leave voicemail messages. It is part of a total strategy to penetrate the minds of our suspects.
Lets review a voicemail script
Beep. “If you are looking to improve your employee relocation process, companies like L. L. Beanstock, Microsquishy and 500 others use us to simplify administration and achieve 98% employee satisfaction. Would be happy to share case histories and strategies that worked for others. This is Charlie Chatty. Super Service Group. 1-800-123-45XX. Charlie . 800-123-45xx.” Click.
Slightly different version.
Beep. “Dan… regarding your employee relocations, 500 companies selected us to move 30,000 employees last year as they get improved transferee satisfaction and cost efficiencies? Would be happy to share examples and strategies as to how they improved their programs. This is Charlie Chatty from Super Group. 800-123-45xx. Charlie 800-123-45xx.” Click.
The hovering finger problem
Decision-makers listen to their voicemails with their fingers hovering over the delete button. The task of your voicemail script is to keep it hovering. Just one split second of say nothingingness and no value and DELETE.
Voicemails should be 20-seconds long. Look at all that you do within 20-seconds.
“… regarding your employee relocations…” BOOM. Within 2 seconds you have told them what you do. If they have a need in this area you have given them a nugget of info upon which to decide to listen a few moments longer.
Then you continue.
“… 500 companies selected us to move 30,000 employees last year …”
You just slayed them with a credibility statement. If they have needs with their employee relocation program they know you might help them as you have been crystal clear as to what you do. Not only that, they know you must be a top notch provider as 500 companies work with you and you moved 30,000 employees last year. BOOM.
If they are open to making improvements in this area they know you might help them and that you are a top shelf provider. Within seconds. Those likely to write checks to a competitor soon are still listening. The rest? Who cares? Buh-bye.
You then continue to drop a few benefit bombs “… improved transferee satisfaction and cost efficiencies… ” offer to deliver something at a meeting worth their time even if they don’t buy from you “…examples and strategies as to how they improved their programs…” and leave your name and contact info at the end “This is Charlie Chatty from Super Group. 800-123-45xx. Charlie 800-123-45xx.”
You covered a lot of bases in about 20-seconds.
This structure will earn you next steps.
Water it down, beat around the bush and add extra words and your voicemails will earn you silence.
Another voicemail challenge. Technology.
In addition to the fact that most people you leave messages for have no needs and are guaranteed to ignore you no matter what you say, you have another modern day challenge.
Most people don’t listen to their voicemails.
Most are reading transcriptions of them.
So your great delivery and confident voice have no impact on the majority that are reading your message, not listening to it.
Worst still. Most of those viewing transcriptions of your voicemails are reading them on mobile phones. So the first 2 or 3 initial lines will determine you success or failure. Fill that space up with blah blah blah and you get zip. Fill that space up with info that signals to a buyer that you might be able to help them and are super credible, you have a shot.
The modern day human attention span is your enemy. It is now 8 seconds.
Goldfish have longer attention spans than those you prospect. Not kidding.