@GabeLarsen Director of ConsultingInsideSales.com

COLD CALL VOICEMAIL & EMAIL STRATEGIES

@MichaelPedoneCEO and Founder SalesBuzz

Get More Contacts to Call You Back Today

©2012 SalesBuzz.com, L.L.C.

Presented by Michael PedonePresident / CEO of SalesBuzz.com

In this online sales training program attendees will:

• Learn Why Voice Mails Fail & How to Fix Them

• How to Use Email to Get Your Voice Mails Heard

©2012 SalesBuzz.com, L.L.C.

Why Do Voice Mails Fail? (Fail = Low Call Back to Message Ratio)

©2012 SalesBuzz.com, L.L.C.

Why Voice Mails Fail…

The sales person isn’t prepared prior to picking up the phone;;

©2012 SalesBuzz.com, L.L.C.

The sales person has no understanding of the

objective;;

Why Voice Mails Fail…

©2012 SalesBuzz.com, L.L.C.

Why Voice Mails Fail…

The sales person has not created a compelling reason for call back;;

©2012 SalesBuzz.com, L.L.C.

Why Voice Mails Fail…

The sales person has not rehearsed.

©2012 SalesBuzz.com, L.L.C.

There are at least two types of Voice Mail

©2012 SalesBuzz.com, L.L.C.

There are at least two types of Voice Mail

First time VM

©2012 SalesBuzz.com, L.L.C.

There are at least two types of Voice Mail

First time VM

Follow up VM

©2012 SalesBuzz.com, L.L.C.

OBJECTIVEEvery Voice Mail has its own

©2012 SalesBuzz.com, L.L.C.

YOUR VOICE MAILOBJECTIVE IS…

WHAT?

When you are making a first time outbound call…

©2012 SalesBuzz.com, L.L.C.

Your objective for leaving a voice mail is…

To get a call back -­ AND advance the sales call;;

or to have the prospect willing to take your call the next time you call them.

©2012 SalesBuzz.com, L.L.C.

The Cold Call Template: Example 1

(Prospects Name), this is (Your Name) with (Your Company).

The reason for my call is I have an idea on how to possibly help you avoid (specifics of common pain) and wanted to see if it would make sense for us to have a quick conversation to find out more about it.

I can be reached at 888-­123-­4567.

Again my name is (Your Name) with (Your Company) at 888-­123-­4567.

Thanks (Prospect's Name)

Three Voice Mail Templates That Increase Call Backs

©2012 SalesBuzz.com, L.L.C.

The Cold Call Template: Sample 1

(Prospects Name), this is (Your Name) with (Your Company).

The reason for my call is I have an idea on how to possibly help you (avoid making over payments on property taxes and insurance premiums while streamlining your asset tracking process) and wanted to see if it would make sense for us to have a quick conversation to find out more about it.

I can be reached at 888-­123-­4567.

Again my name is (Your Name) with (Your Company) at 888-­123-­4567.

Thanks (Prospect's Name)

Three Voice Mail Templates That Increase Call Backs

©2012 SalesBuzz.com, L.L.C.

The Referral Template: Example 1

(Prospects Name), this is (Your Name) with (Your Company).

I was speaking with (Referral Name) over at (Referrals Company Name) regarding how we helped him/her cut/reduce/avoid (common pain / concern) and he/she mentioned I should give you a call to get your feedback/thoughts/opinion.

I can be reached at 888-­123-­4567.

Again my name is (Your Name) with (Your Company) at 888-­123-­4567.

Thanks (Prospect's Name)

Three Voice Mail Templates That Increase Call Backs

©2012 SalesBuzz.com, L.L.C.

The Competition Template: Example 1

(Prospects Name), this is (Your Name) with (Your Company).

We recently helped (competitor 1), (competitor 2) & (competitor 3)avoid (common pain) while at the same time (desired benefit) and wanted to see if this might be something you would possibly be interested in knowing a little more about as well.

I can be reached at 888-­123-­4567.

Again my name is (Your Name) with (Your Company) at 888-­123-­4567.

Thanks (Prospect's Name)

Three Voice Mail Templates That Increase Call Backs

©2012 SalesBuzz.com, L.L.C.

Subject: Voice Mail

Mr. Prospect,I just left you a voice mail

regarding…

©2012 SalesBuzz.com, L.L.C.

Rehearse Your Voice Mail Pitch!

Reinforcement WorkshopVoice Mail

©2012 SalesBuzz.com, L.L.C.

QUESTIONS AND ANSWERS

©2012 SalesBuzz.com, L.L.C.

Thank you for attending today’s sales training webinar.

If you have questions, please feel free to contact us at: support@salesbuzz.com.

Thank You

Online Sales Training for inside sales teams.

Presented by Michael PedonePresident / CEO of SalesBuzz.com

AGENDA

• Cold hard facts about email and voice messaging• Voicemail acceleration tool and associated benefits• Email acceleration tool and associated benefits• Q&A

87%

61%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Email Text Message Mobile Phone Office Phone Voicemail LinkedIn Instant Messaging

Facebook Twitter Fax Video Chat

61% OF EXECUTIVES SAY THEY ARE LIKELY TO RESPOND TO VOICEMAIL AND 87% TO EMAIL

• Introduction• Follow Up #1• Follow Up #2

Personalize, Perfect, ProfessionalMessages

•18-30 second rule•Remember ‘teasers’•Leave Name & # Twice•Reference other forms of comm

Avg Rep Spends 16 hours on VM Per Month• 52 calls per day• 8 contacts per day • 44 voicemails at 60 seconds

Measure the Effectiveness of VM• 3%-22% response rates on VM

Voicemail Acceleration Tool• Personalized & Professional Messages• Save rep time• Measure results

87%

61%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Email Text Message Mobile Phone Office Phone Voicemail LinkedIn Instant Messaging

Facebook Twitter Fax Video Chat

61% OF EXECUTIVES SAY THEY ARE LIKELY TO RESPOND TO VOICEMAIL AND 87% TO EMAIL

Engagement Tracking• Track sales email activity &

effectiveness• Focus and prioritize prospects• Respond quickly via engagement opens

1

links

2

visits

3

forwards

4

attachments

5

Vision™ by InsideSales.com

Track Email Activity and Effectiveness• Best times (Day and Time)• Make it personal and relevant• Send to Multiple people• Remember mobile phones

opens

1

links

2

visits

3

forwards

4

attachments

5

Vision™ by InsideSales.com