The inside sales phone call is a very important part of the lead generation and lead qualification process. A phone conversation can establish a connection between the sales professional and the prospect. The caller can uncover insights during the conversation that can help the sales team craft their pitch and ultimately close the sale.
However, in order to hold such a conversation, the prospect must first answer the phone. Since many inside sales calls initially go to voicemail, it’s important not to give up. A well-crafted voicemail serves as a valuable touchpoint that can result in a phone conversation in the future.
Do you find it necessary to leave a voicemail message to your prospect? Here are 5 important guidelines to follow when leaving an inside sales voicemail:
Keep it Short
When it comes to leaving a voicemail, it is important to understand that people are busy. That’s why your call went to voicemail in the first place! Respect their time and keep the voicemail very short and to the point. A longwinded voicemail can be a turn-off and result in a negative first impression.
Provide Targeting Information
Prospects want to know, “what’s in it for me?” Like any marketing message, it’s important to personalize the voicemail message in order to capture the interest of the person listening to it. First, they want to know why they should keep listening to the message. As long as they’re still listening, the next thing they want to know is why they should call you back and consider doing business with you. Offer up a piece of information or give an offer that is targeted and specific, instead of broad and generic. This way, prospects have more of a reason to get in touch.
Include a Call to Action
What do you want the prospect to do after they listen to the voicemail? It’s important to clearly outline the steps that they should take. If you want them to call back, include all pertinent information such as the phone number to call, your name, and the times that you are available to speak on the phone. Make sure to speak clearly.
Send an Email
After leaving a voicemail, send an email too in order to maximize touchpoints. Include the same information in the email that was mentioned in the voicemail. Sometimes it’s easier to scan an email than it is to listen to a voicemail.
Answer the Callbacks
Not every prospect is going to call back, which is why the callbacks that you do get are so important. By making the effort to call, the prospect is telling you that they are indeed interested. Try to answer every callback to avoid missed opportunities.
There are no guarantees when leaving a voicemail. Sometimes people listen, sometimes they don’t. Sometimes people respond, sometimes they don’t. Since you’ll never know what type of person the prospect is during that initial call, it’s a good idea to leave a voicemail. This is especially true in the case of inquiry follow up because it lets the contact know that you’ve tried to reach them in response to their request.