A phone conversation between a sales professional and a prospect remains one of the most important ways to move the prospect through the sales funnel. It’s much more personal than other forms of communication and can help establish a rapport between the two parties. However, getting the prospect on the phone isn’t always easy. Sometimes it takes multiple attempts, which is why sales professionals also need to master the art of leaving a voicemail. The context and tone of the voicemail can encourage the prospect to call back, or not. Here are some inside sales voicemail tips that will increase the likelihood that a future conversation will occur:
Keep it short
The longer the voicemail message is, the greater the chances are that the prospect will hang up and erase the message before listening to the whole thing. If the most important information is at the end of the message, they’re not going to hear it. Keep it “short and sweet” to respect their time.
Customize the message to prospect needs
A voicemail message is more likely to pique the interest of a prospect when it mentions specific details that are relevant to their needs. Inside sales professionals should spend some time conducting research before placing the call and leaving the voicemail. Briefly explaining how the product or service offered will help the prospect gives them more reason to call back and learn more.
Include a call to action
It might seem obvious that a return call is the desired response to a voicemail message, but it’s important to mention that in addition to including all contact information including name, phone number, email address, and the best time to call.
Send a follow up email
Prospects might not be great at checking their voicemails, but there’s a good chance that their eyes are glued to their work email throughout the business day. After leaving a voicemail, be sure to follow up with an email that essentially recaps what was said in the voicemail and also includes all contact information.
Following these inside sales best practices will increase the likelihood that a future conversation will occur, but it’s important for inside sales professionals to be responsive to callbacks. When giving a timeframe that is best for a return call, they should make every effort to actually be available at that time.