Increase Your Callback Rate By Leaving Better Voicemail Messages

"Please leave a message"

As sales professionals, we leave a lot of voicemails in our pursuit to drive revenue and build client relationships. When leaving voicemails for prospects or clients, you can dramatically increase your call back rate by adjusting your message to your client's perspective instead of yours.

One of the most common mistakes salespeople make when leaving messages for prospects is talking too much about themselves and their company. Using a Valid Business Reason (VBR) is an effective way to craft a compelling reason for your client or prospect to call you back. The person you are calling is as busy as you are, so messages longer than 20 seconds will start to decrease your chance of a call back right off the bat. Being concise is key. Selecting what information to include in that brief message is what a VBR will help you accomplish.

Criteria for a good VBR:

1. Impacts what your recipient wants to accomplish

2. Sets the call as a high priority

3. States "what's in it for me" to the recipient

4. Is clear, concise, and complete

An additional suggestion is to start the message with your name, company name, and phone number. The tendency of the recipient is to start writing down your information before they even know what you want. If you back that up with a solid VBR, and repeat your name and number at the end, you are much more likely to get a call back.

These recommendations are based on Miller Heiman’s Conceptual Selling®, our consultative selling and call planning process for sophisticated buyers.

If you’d like more information on this topic, or would like to discuss the results you’d like to improve, contact us and we’ll recommend a solution that will best address your needs. Visit us at www.millerheiman.com for more information.

Article Source: http://www.content.onlypunjab.com

Miller Heiman has been a thought leader and innovator in the sales arena for almost thirty years, helping clients worldwide win high-value complex deals, protect and grow key accounts, manage talent and optimize sales strategies and operations. With a prestigious client list that includes Fortune 500 clients, Miller Heiman helps companies in virtually every major industry to build high performance sales teams that deliver consistent sustainable results to drive revenue.

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