The Science of Sales Success: A Proven System for High-Profit, Repeatable Results

For salespeople, voice mail sounds more like voice jail. You find yourself locked into two less-than-ideal choices. Either you leave an awkward message that is not returned, or you leave customers with a lot of hang-up messages. Then, you keep calling back. You are now in a race. You hope you make contact with the person before he or she figures out that you are the one who keeps hanging up.

The key to leaving a voice mail that encourages customers to call you back is to have an abbreviated spark interest statement ready to go. Your objective now is to get the customer interested enough to return your call. If they call back, be ready to use their Spark Interest Statement (you might want to set up a Waiting for Returned Voice Message folder). If they don't, there is always speed dialing.

Example

• Voice Mail: Hi, this is Olivia Ontime with Positron. I'm sorry that I missed your call. Please leave your name, number, time, and a brief message. I will get back to you as soon as I can. Beeeeeep.

• Steven: Hello Olivia, I'm Steven Smartsell with FutureTech. We work exclusively with personal computer manufacturers that operate at least five production plants worldwide. Our global services and products have had one purpose for more than twenty-five years: We successfully help manufacturing managers of companies in highly competitive market places increase their productivity and profits without sacrificing quality and customer satisfaction.

  I'm confident that when we speak, you'll know within five minutes whether we might be in a position to help you. At worst case, I'm sure our discussion will highlight key industry trends that could affect your operations. You can reach me at 888-999-7777. I look forward to our conversation. Thanks for your time and consideration. Have a great day!

In this example, Steven's forty-five-second voice message has all the qualities of a strong Spark Interest Statement. He shows evidence of research, lists some goals and general benefits, and indicates past successes. He also lets Olivia know that he possesses industry expertise (goals, system of evaluations, and the like)—and that her investment is only five minutes.