By Frank Paterno, exclusive to BeyondMVP
Following-up with prospects can be a long and tiring process but it doesn’t have to be. Here are a few helpful guidelines that will not only take out the monotony of follow-up phone calls, but can actually increase the impact of your outreach and lead to more positive lead generation results.
Establish a Strong Foundation
Clarity is a vital aspect of voicemail that relates to both speech and content. One of the best ways to start a voicemail is by explaining who you are and why you are calling. You also want to ensure that the prospective lead understands why they should choose to work with your company. An appropriate and results-oriented way to do this is clarifying your unique value proposition that reveals how working with your company is a smart decision.
You want your prospects to trust your company and have a positive view of what you have to offer, so it is important to sound confident in your voicemail. Using a professional tone will help the prospective lead believe your message. It will also make the little details like dates and times more memorable. Overall, you will make your message stand out from a sea of others by holding their attention and encouraging them to return your call.
Don’t Waste Their Time
Your prospective leads may have to listen to several voicemails each day. In order to share your message without sounding repetitive, it is important to establish a definitive timeframe. Thirty seconds is a great baseline that can allow you to relate the most important information with a personal touch. Once you have created a thorough script, you can look into voicemail automation to ensure that your messages are consistent and concise every time.
Make it Easy
The desired outcome of your voicemail and follow-up efforts is connecting with a great, qualified lead. Don’t sacrifice this opportunity by forgetting to mention your contact information. Even though you are working with a relatively short timeframe, it is important to repeat things like your name, company and phone number at the beginning and end of the message. Avoid being one of the many unreturned calls by being strategic with your message content.
Analyze and Improve
Review the calls that have not been returned and assess which strategies worked the best or which employees had the highest conversion rates. Then optimize your voicemail messages accordingly.
Frank Paterno, vice president of marketing at IntelliConnection, is a creative and analytical marketing and product executive with hands-on and management experience identifying, creating, delivering, and communicating value with technology-based products and services.