Sales and Voicemails – Best Practices for Teleprospecting Calls
Posted on October 31, 2016 at 4:45 pm
The Power of Persistency
Do a quick search around the internet and you will learn that persistency and follow-up is essential to successful lead generation. The most current industry numbers tell us that it takes many attempts to the same prospect to reach them, engage them in a conversation, and qualify them as a lead.
According to insidesales.com, “The optimal number of attempts a sales rep should make is somewhere between 6 and 9. Companies that follow this typically can contact up to 90% of their leads.”
According to the very same article, in the U.S., the average sales rep gives up after 1.5 attempts.
The math is simple.
Without multiple attempts to your prospects, your chances of qualifying a lead that results in a sale are miniscule.
Multiple Attempts to Multiple Contacts
The best practices for teleprospecting calls that we recommend at JMS Elite are multiple attempts to multiple contacts in a set space of time.
More specifically, that is three attempts each to a minimum of three different contacts within an organization within five to six business days.
Following this formula greatly increases the odds of you getting the reaction you’re looking for.
Timing is essential if you want this to work. If your multiple attempts are not in a short amount of time, those contacts are not going to be effective.
Multiple contacts must be made within five to six business days or they won’t have the necessary impact.
Leaving Effective Voicemails
It’s clear that the path to successful sales is making contact with your prospects multiple times. If the statistics are true, and you aim for higher than two attempts, you are already outpacing your competition.
Making those multiple attempts in teleprospecting means you need to have a strategy and a line-up of effective voicemails. Chances are that you will be leaving a message during those first several attempts, and you want to make them count.
According to a recent list of sales statistics from Hubspot, “80% of calls go to voicemail, and 90% of first time voicemails are never returned.”
If this is even half true, you are going to be leaving many voicemails to many people; do it right, and you will make headway into an organization.
Keep it Brief and Meaningful
Messages should always be brief. People are busy, and they appreciate it when you get to the point as quickly as possible.
- You should never try to sell during your message, but if you choose to get somewhat descriptive, shoot for no more than 20 seconds and never more than 30 seconds. John Barrows from Salesforce.com suggests leaving yourself a voice message and timing it for practice.
- Each message should play off the previous messages. A quick reminder of who you are, where you are from, and your phone number can be very effective.
- Use names and referrals. If you are following the formula and contacting multiple individuals within an organization, there is a good chance are you may have reached someone and they sent you along. Use the name that sent you.
- Create a sense of urgency with your message. You should make the caller feel as if this is the first call and message you’ve left that day. Your energy is important, as the recipient will most likely reflect your vibe right back to you.
When you are debating whether to leave that third or fourth message, remember that if someone doesn’t call you back, that doesn’t mean they aren’t interested.
Likewise, if one contact within a company or organization says “no,” it doesn’t mean that other contacts at that company will not be interested either.
Keep trying until you reach someone and are able to ask open-ended questions and have a conversation about their needs and pain points.
Be Ready With Your Message
The numbers are clear. If you want to improve your sales numbers, it is up to you to reach the contact and make a connection. Understand that many of your calls will be answered electronically, and have your plan in place.
What should you do once you do get your prospect on the phone and talking? Make sure to make the interaction meaningful by keeping your message simple, easy to understand, and compelling – A Successful Strategy for Complex B2B Sales.
What is your experience with multiple attempts and successful voicemails? Do you have a proven strategy for getting the attention of your prospect? Please leave me a note in the comments.