In today’s world of communication is a voicemail sufficient enough? What is acceptable when trying to get in touch with a prospect? Prospects do screen your calls with Caller ID, especially the first time called, because they don’t recognize the number. What other steps can a salesperson or insurance agent take to reach a potential prospect? Are they even listening to your messages? How many messages should I leave? Let’s explore some options.
I believe you should cover all of your bases from the beginning when it comes to leaving messages. First leave a voicemail explaining who you are, why you are calling and how you can help. This is the most common way to leave a message. The second is to follow up with an email stating the same and that you left a voicemail message as well and you look forward to speaking with them soon. The third is to send a connection request on LinkedIn. This is important for two reasons. First, it shows them you did your homework about them before you made the call, so you do know how to help them. Second, it gives them a chance to check you out to see your credentials as well before returning your call. The fourth way is to leave a Twitter notification for them. The last is to send them a quick postcard, stating you are looking forward to speaking with them. There is truly something about the sensation of a voicemail, email, snail mail, LinkedIn/Twitter messages that almost makes the prospect feel they know you when you do connect.
What to do if they ignore all of these on the first round? People are busy and it could just be a timing thing. You should leave a second voicemail message stating you realize they are busy and you are willing to keep trying until you make a connection. In most cases, this message will get a returned call if they believe you are not going away even if you do. The second email is appropriate as a follow up as well. Also sending a last postcard as a second try is appropriate.
When constructing your messages it is important to pique the interest of the client with your product or service. If you are too mysterious with the information, suspensions will be raised and your call may not be returned. If you leave a mini-sales pitch, the prospect is at risk to jump to a conclusion and not return your call for a sales or insurance appointment. Ask yourself when reading back your message “is this the type of message I would return? Why?”
Lastly, realize not every prospect is right for your product or service or the timing may be bad. have a good plan to follow up months from now as well. However, you must recognize when it is time to move on to the next prospect. Remember, “some will, some won’t, so what, next!”
“The difference between try and triumph is a little umph”—Anonymous
Image courtesy of foto76 at FreeDigitalPhotos.net
Tim Wilhoit is owner/principal of Your Friend 4 Life Insurance Agency in Nashville, TN. He is a family man, father of 3, entrepreneur, insurance agent, life insurance broker, salesman, sales trainer, recruiter, public speaker, blogger and team leader with over 25 years of experience in sales and marketing in the insurance and beverage industries.
None. Keep calling. Voicemail puts the ball in their court. A second voicemail makes you look desperate. A third, annoying. A fourth, criminally insane.
I forgot my own rule about voicemail with a prospect (not insurance) last week and now I am standing here trying to figure out how to reach out again without seeming like any of those three things above. I’m like a 9-year old calling his first love for Pete’s sake.
Don’t leave voicemails. That’s my advice at least.
Matt, I understand where you are coming from. But keep in mind your calls are registering on their Caller ID. You are still going to appear like a stalker. I certainly know the feeling of the 9 yr old in love, we have all felt that way. Trying leaving a message that you will keep trying until you reach them, I find it at least gets them to finally answer the phone. Thanks for sharing.
flip it around and design your marketing to generate INBOUND calls, ie, have prospects chasing you. make them jump through hoops and play by your rules in order to do business with you. it’s a much better way to do business, and once you get in that mindset, your business will make a noticeable shift.
And what would a voice mail like that sound like?
I think Colin makes a good point. If you have the right positioning you should never feel like you are chasing someone. That being said, even with good positioning sometimes you need to play a little phone tag. My advice would be to leave a message and be patient. If you don’t hear from them in a week try and leave a message again. After that you might try and email or just move on. Chances are if this is a regular theme for you then you just don’t have enough people to call. Above all don’t play games and don’t use sales tactics and remember sometimes people are just busy or not that interested. Go find someone who IS interested and stop wasteing your energy.
By the way I always leave a voicemail and often times people will return my call. If not that day useually a few days latter. Don’t worry about putting the ball in their court. Who says we have to control the entire process. Help people to make wize decisions and they will everytime. Try to force them to and you will not get your calls returned.
Thank you for the great feedback Colin and Antonio I concur.
Tim, I like what you are saying, although, I read in a Cold Calling book never leave a message so I hope potential prospects jump in on this conversation to let us know their thoughts. Have a great day.
Bonnie, in our modern world of communication, they know you called by Caller ID. Why not just leave a brief message and let them know you are going to keep trying until you reach them? I would rather have a definite “no” and move on than to chase 50 maybes. Thank you so much for your feedback.
An insightful and to the point read. Great helpful points for start-ups and all business!!!!
Thanks for sharing Tim. Good stuff as always.
Thanks Tim, well laid out. it is increasingly harder to ‘stand out’ when leaving messages, but I think your simple steps show what is important.