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Welcome to today’s webinar:

Voice Mail: 5 Proven Techniques That

Get Your Calls Returned!

Mike Brooks, www.MrInsideSales.com Mike@MrInsideSales.com (919) 267-4202

Free Resources to Help You Sell More Over the Phone:

www.MrInsideSales.com = Free Ezine Sign Up!

Special Bonus: “Ten Techniques to Make You Closer of the Month”

http://mrinsidesales.com/webinartraining.htm = Free Training Webinars

On Phone Scripts, Closing Techniques and more

http://mrinsidesales.com/insidesalestrainingblog/ Tons of Free

Phone Scripts! Past articles and word for word scripts on cold

calling and closing sales by phone

What You’ll Learn Today:

* The Rules of When to Leave a Voice Mail (VM)

* The Effective Way to Leave a VM

* Common Errors to Avoid

* The One Thing to Say to Get Your VM Returned

* What to do if Leaving a VM Doesn’t Work

A Brief History of VM

VM became BIG NEWS in 1985

When VM hit business – people actually returned calls!

After a while VM’s were too plentiful – introduce Email!

After a while, Emails were too plentiful…now what?

Should You Even Leave a VM?

For an existing client – Yes. For a new Prospect?

Before you leave a VM, try to reach your prospect live first.

Persevere and call at different times/days 5 to 7 times first.

If you still can’t reach a prospect, then you can leave a VM.

How Many VM’s Should You Leave?

One VM is not enough – but five is too many!

Best Practice: Leave two VM’s the first week, then…

One the following week and then…

One the week after that.

The Effective Way to Leave a VM:

Adlibbing your way through a VM is a sure way to get it deleted

You MUST Script out your VM Message! Three Benefits include:

1) You’ll sound professional – not um’s and uh’s

2) You can craft a compelling message of benefits in advance

3) You can keep it short and to the point – crucially important with VM’s…

Avoid These Common Errors that Get

Your VM’s Deleted!

#1: Take the focus off YOU! VM’s need to be about your prospect

#2: Absolutely don’t say: “I’d like to take some time to learn more about you…”

#3: Perhaps the biggest error: Leaving Your Phone Number so Quickly No One can Copy it Down!

Two Examples:

The WRONG VM to Leave:

“Hi this is (Your Name) with (Your Company), and we offer shipping

supplies and packaging for all your shipping needs. The reason I’m calling

is to learn a little more about your business and to find out more about your

shipping needs and see if we can save you some money. If you would call

me back at (888) 555-1234 that would be great. Look forward to hearing

from you soon.”

The RIGHT VM to Leave:

“Hi (Prospect’s name) this is (Your Name) with (Your Company). We offer

discounted shipping supplies and packaging, and if you’re like most companies

we work with, then you’re probably paying too much! Our clients save between

10 to 15% each month and get better service guaranteed. To find out how much

you can save, just give me a call at (SLOWLY Leave Your Phone Number.)

Once again, my name is (Your Name), and my toll free number is: (Leave

Number Slowly Again). If I don’t hear back from you in the next couple of

days, I’ll reach out to you again. If you’d prefer to be taken off our list, or if

you’d prefer to get some information by email, just give me a ring and leave me

a message. Talk to you soon!

Breaking the Right VM Down

• #1: This VM was about the prospect!

• #2: It gave a definable benefit (save between 10 – 15%)

• #3: The phone number was left twice – slowly – and your name was

repeated

• #4: Two other Crucial Elements were…

Two Crucial Elements of Every VM

#1: Always give your prospect an option to call you back for more information via an email

#2: Always let them know that they can “leave a message” if you’re not available

#3: Always let them know you’ll call again

#4: Bonus: Give them the option of calling back to get taken off your call list

VM’s are Most Effective When Combined

with an Email Campaign

Voice Mail’s alone only generate so much notice

Better to craft an email campaign to supplement your VM attempts

Best Practice: One email per each two VM’s

Stagger your messages and plan on a 30 day contact attempt

What to Do When VM/Emails Don’t Work

If after 30 days you don’t get a response, you’ve got two options:

#1: Use the “Magic Email” to generate a 60% response rate

#2: Go the old fashioned way: Send a card

Email: Should I Stay or Should I Go?

Dear _________,

I haven't heard back from you and that tells me one of three things:

1) You don’t have a need at this time or you've already chosen another

company for this.

2) You're still interested but haven't had the time to get back to me yet.

3) You've fallen and can't get up, and in that case please let me know and I'll

call 911 for you...

Email: Should I Stay or Should I Go? (Cont.)

Please let me know which one it is because I'm starting to worry.

Honestly, all kidding aside, I understand you're really busy, and the last thing I

want to do is be pain in the neck once a week. Whether your schedule has just

been too demanding or you've gone another direction, I would appreciate it if

you would take a second to let me know so I can follow up accordingly.

Thank you in advance and I look forward to hearing back from you.

Kind Regards,

This Email is Effective Because:

#1: Did it make you smile?

#2: It’s not desperate…

#3: It gives your prospect a non-threatening way to respond with a “Not

Interested.”

#4: Perfect for prospects who you’ve pitched and have gone dark on you…

Send a Physical Greeting Card

•Joe Girard – “World’s Greatest Salesman” – Guinness Book of World Records

•Joe sold 6 cars every day!

•He did it by sending 13 cards to all his prospects and clients every year (and

one for Christmas)

•Cards will separate you from your competition and put you “top of mind”

Send Out Cards

Now I know you’re not going to have the time to send 13 cards to every

client/prospect!

The Good News is you don’t have to!

www.SendOutCards.com does it for you!

Send Out Cards Highlights:

#1) Create a card campaign that sends cards automatically for you (Stay “Top

of Mind”)

#2) Completely customize your cards – pictures, fonts, handwriting and more

#3) All for about $1.13 including postage!

#4) Learn more here: www.sendoutcards.com/mrinsidesales

Highlights of VM Best Practices

•#1: Try reaching your prospect BEFORE Leaving a VM

•#2: Make your VM about your prospect – not you

•#3: Leave your phone number twice and SLOWLY

•#4: Give your prospect an option of leaving you a VM to opt out

•#5: If all else fails, send the “Should I Stay” email or consider sending a card

Get the Best Scripts

Available Anywhere!

• Cold calling scripts

• Closing scripts

• Rebuttal scripts (Over 130 pages!)

A $550 Value!!

NOW JUST $49!

http://mrinsidesales.com/completescripts.htm

PLUS: Over $500 Super Bonuses from Top Sales Trainers!