1. Inside Sales Series How to leave a voice message that will give your sales target a compelling reason to want to talk with you!

2. David Malone Trainer| Speaker | Consultant www.evolve.ie

3. With that in mind, I With a little research it’s easier to get direct dial details of your sales targets. If you can only get them to pick up that phone you know you are in with a chance of getting that sale! For example - you can often get direct dial numbers from Your contact base Their websites On line publications Trade articles and magazines LinkedIn Google searches

4. But sometimes you can’t get through to sales targets despite your best efforts … all you get is their voice message!

5. But what message to leave ? And so you decide to leave a message….

6. We recommend you don’t leave a phone message first ! Exhaust other avenues such as as Email LinkedIn –In-mail –Introductions –Thought leadership Referrals Complimentary solution providers At least 2 previous phone call attempts

7. And then it starts..... Please leave a message after the tone. Beep!!!!!!!!!!!!! Please Hi.. This is Frank Leave a message And I’ll call you back Thank you for calling I’m not available

8. You leave your message But they rarely call back! … And they avoid your follow up call !

9. Have you wondered why voice mails don’t work for many sales professionals

10. Time to get the voice message show on the road! Voice Messages Now Playing! How to attention and interest of the sales target and give them a compelling reason to want to talk with you!

11. Facts about Voice Messages

12. Sales targets get lots of them! …. And many are Rambling Subservient Not relevant Boring Overly assumptive Get deleted within 5 seconds

13. But other voice voice messages ….

14. Stand out from the crowd These are.............. Are well planned Focus on one of the sales target’s key result areas Are well rehearsed Are short and to the point Are confidently delivered Include a suggested next step

15. So don’t talk about your needs as a seller

16. ‘’Hi John, this is Dave Malone from OK Insurance. I know you spend over half a million annually on property insurance. I know its up for renewal in 2 months and I’d like to offer our services. We have offices in 12 locations nation wide and we deal with many customers like you ’’ Example of talking about seller’s needs

17. And don’t undermine yourself

18. Don’t ramble & avoid weak phraseology HI Tom, we currently don’t do business I am the new ABC Rep in your area HI Tom, this is Dave from GTRL we haven’t been in touch in a couple of years but HI Tom, I am just calling to introduce you to our new service HI Tom, you don’t know me but

19. Voice messages work best when ……

20. Work best when ……….. You have researched the company you are calling Link the message to previous attempts to contact them You focus on their issues and priorities Use the sales targets name in the message Mentioning who you else you have helped in their sector / vertical Mention specific potential outcomes You follow up afterwards

21. Do … Structure the message correctly

22. So how is a compelling voice message scripted? 1.Your name, 2.Your Organisation’s name 3.A short message that hits a hot spot and creates curiosity to hear more 4. A suggested next step

23. Your message must focus on the sales targets set of photographs not yours …….

24. W.I.I.F.M. – What’s in it for me! (The buyer) Your message must Focus on their priorities Relate to their business metrics Show experience of their vertical Mention results delivered in similar circumstances Clearly state that you will follow up Be respectful their time and priorities

25. Hello Frank, this is Dave Malone from Evolve Consultants - my number is 8976541. Last week, I heard your interview on national radio about how competitive the electricity supply business is in this city. Depending on how your sales team are performing against the competition I might have some ideas as to how I can help you increase sales performance by anything up to 20%. If this is a priority for you then I think we should talk ? I will call back tomorrow at 10am - Dave Malone from Evolve Consultants - my number is 8976541. Example 1

26. John, This is Dave Malone from Aladdin Security Services at -9876543. I was in your office on Bachelors Walk yesterday. I see it’s open 24/7 and you have a large security presence there 24/7. We have recently worked with Eire-bank and Barking Bank helping them reduce their security spend through increased use of monitoring technology and better staff practices. Would you be interested in having a chat to explore ways we could significantly lower your risk costs I’ll ring you again between 4 and 5 and maybe we can have a quick chat then. Dave Malone Aladdin - 9876543 Example 2

27. DO ….

28. Remember ! Keep the time gap between the voice message and the next attempt to contact tight (Less than 24 hours) Do send a further email referring to the voice message that you left Do give as specific a time slot as possible for the follow up. Do follow up at that given time Do attempt contacting / targeting several people within the target organisation. Do vary the times of your calls Do put some time into scripting and practicing yours … as you may not get a second chance to alter that 1 st impression

29. “When the winds of change blow, some people build shelters, and some build windmills ” www.evolve.ie davemalonesalescoach