Category: Prospecting & Qualifying

Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don’t you wish there was a way to turn cold names into warm leads?

There is!

It’s called a “touch point plan,” and it’s very effective if done right. A touch point plan is simply a combination of carefully scripted voice messages and emails used in combination over a period of time. How many messages and over what period of time is variable, and I’ve seen some studies recommend as many as six phone calls and five emails over a month’s time.

I’ve been successfully using a bit less – five to seven total messages – but I supplement this strategy by making calls in between trying to “catch” the prospect picking up their phone. If they don’t answer, I don’t leave a voice mail.

What type of a touch point plan you decide to develop (how many calls and emails) can depend on many factors such as whether it’s a business to business call – and what your target prospect’s title is – or whether it’s a business to consumer call and what hours you’re calling. You’ll find what your sweet spot is if you just experiment a bit.

The bottom line, though, is that the more times you reach out to a prospect, the more likely it is they will become familiar with you and your company. Many prospects will respect your professional and persistent attempts to reach them. Because of this, when you finally do reach a prospect you’ll have built some recognition and credibility, and your prospect will be more motivated to give you a bit of their time.

This is how you turn a cold lead into a warm lead.

Below I’ve listed a sample touch point plan that involves two voice messages and three emails. I first make about a week of calls without leaving a voice mail (assuming I don’t reach the prospect), and then I spread the following touch point plan out over two weeks.

If I haven’t gotten a response or reached anyone after the touch point plan, I then spend the fourth week calling again without leaving a message. I’ve had A LOT of success with this plan and at the end of the four week process, I’ve generally reached those prospects who are reachable.

Here is a sample touch point plan, with generic wording, that you can customize to fit your company and product or service:

Voice Mail #1:

Hi _________, this is (Your Full Name) with (Your Company).

_________, I’m calling about (Your brief value prop – example: “the effectiveness of your online marketing”).

I wanted to briefly introduce you to a way to save as much as 25% over what you may be spending now, and still maintain or even increase the effectiveness of your results.

If you would give me a quick call back at: (Your Number) we can set a time to speak.

Once again the name is (Your Full Name), with (Your Company Name) and the number is (Your Number Slowly).

I’ll follow this up with an email and another call to you if I don’t hear back. Have a good day.

Email #1 (To be sent right after you leave your first voice mail):

Subject Line: (First Name), I just left you a vm

Body of email:

{first name},

This is (Your Full Name) with (Your Company), sorry I missed you.

I understand that you’re in charge of your online marketing and I wanted to set up a time to briefly speak with you later this week. (If you are not in charge of the advertising, please forward this to the person who is).

We have a new way of maximizing your online advertising spend that reduces what your current budget, yet it also reaches more of the customers that fit your ideal demographic. (Obviously, insert your value prop here). Our model is so effective that you can literally save up to 25% over what you’re spending now!

I’d like to schedule a brief conversation to explain how this would work with your company, and I guarantee you’ll at least come away with a whole new way of looking at your online marketing.

If you would reach back out to me with a couple of days/times that might work that would be great.

If I don’t hear back, I’ll reach out to you again next week.

Looking forward to connecting with you.

(Your Name and Company Signature)

Voice Mail #2: (Three to four days later)

Hi _________, this is (Your Full Name) once again with (Your Company). My number is (Leave your number slowly).

_________ you probably received a voice mail from me already, and I also sent you an email along with a brief description of how we save companies up to 25% on their online advertising, while in many cases increasing their results. (Your value prop goes here)

I’d like to spend a few minutes on the phone with you next week, and I guarantee that it will be worth your time.

If you would give me a quick call back to let me know a day and time that would work for you that would be appreciated. My direct phone number again is: (Your Phone Number).

I’ll follow up again with you if I don’t hear back. Have a great day.

Email #2: (Send this email one to two days after your second voice mail)
Attachment: (Include an online brochure of your company and services)

Subject Line: (First Name), second attempt to reach you

{first name},

This is (Your Full Name) with (Your Company Name) once again.

I hope you’ve received my messages, and today I wanted to include some information on our company and a brief description of what we do.

As I mentioned earlier, we help companies reduce their spend on their online advertising by as much as 25% while maintaining or even increasing their results. (Your value prop here).

I’m sure that when you compare what we do to what you’re doing now, you’ll want to know more.

I’d simply like a few minutes to see if what we do would be a good fit for you. Once we speak, I guarantee you’ll come away with some good ideas, regardless of what you’re doing now…

I’ll give you a call in a few days after you’ve digested the attached information.

Or, you can reach back out to me to let me know your interest level.

(Your Name and Company Signature)

Voice Mail #3: (Final V/M – send three to four days after 2nd email)

Hi _________, this is (Your Full Name) with (Your Company) again.

I’m sorry we haven’t been able to connect yet. As you may know, we offer a unique way of increasing the effectiveness of your online marketing, while reducing what you’re currently spending by as much as 25%. (Your value prop here)

You may be involved in another initiative right now, so I don’t want to bother you if you’re busy or if you’re not interested.

When you get this message, could you either call back and leave me a voice mail or just respond to one of the emails I’ve sent you?

Just let me know what the next appropriate step would be for us to connect.

You can reach me by calling (Your Number Slowly), or you can email me at: (Your Email Address)

I really appreciate you taking the time to get back with me.

Thanks and have a great day…

Once you’ve customized and tested the voice mails and emails in this touch point plan, you’ll know whether you need to add another one or two messages. Just test a variation of plans and see what the best results are for you. And don’t forget to add in calls the week before and after the plan as well!

The most important part of a successful touch point plan is to consistently use one. Most sales reps fail to reach back out to prospects (both inbound and outbound leads), and many just make one attempt and then move on. The way to double or even triple your sales and income is to be detail oriented and to persevere until you reach your prospects.

Adopting the approach above will separate you from 90% of the other sales reps in your industry and catapult your effectiveness.

Not all sales close on the first – or even second or third, etc. – closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week.

Because of this, it’s important that you develop and then script out a best practice approach to handle it effectively. Unfortunately, many sales reps have never given the call back (or very many other parts of their sale) much thought. Instead, they adlib it and so develop ineffective and bad habits.

Some of these include:

“Ah, when should I follow up with you?”

This is obviously a weak set up and gives all control of the call – and the ensuing sales cycle – over to the prospect. As strange as it may sound, this is how over 50% of sales reps handle the call back.

Another ineffective approach:

“When will you be speaking with ________? O.K., would it be alright if I followed up after that?”

Again, this is a weak approach and gives all control to the prospect.

While there are some instances when you need to find out what the next step is, (i.e. talking to a partner, meeting with a committee, etc.), what’s important is that you, the sales rep, take control of the call back timeframe AND get commitment from your prospect.

Here are some examples of the proper way to set a call back:

“__________, in terms of talking to your partner, what time today can you do that?”

Sometimes it’s better to assume they can and will be speaking with the other person that same day. This works best in a small company or in a business to consumer sale. If you know it’s going to be later in the week or another time, then change the script accordingly. Try:

“__________, when is the soonest you’ll be speaking with them?”

By doing it the first way, you’ll either be setting or confirming the time frame and controlling the call back. If they can’t do it that day, then they’ll come back with a more definite day and time and that will keep you in tighter control of the sales cycle. After they let you know, say:

“O.K., great. I’m looking at my calendar for that day – what’s better for you on that Tuesday – morning or afternoon?”

Now you’re locking down not only the day, but also the time. You’re getting them involved and having them check their schedule. Once again, YOU are controlling the call back, and by doing it this way you’re not letting a lot of time pass between when they speak to their partner and when you next speak again.

If there are a lot of decision makers involved, or if it’s going to be a longer process, then you should schedule a “progress call” to access their level of interest and to keep yourself in the loop.

Try:

“I understand you’ve got several people involved in this and that you’re talking to other vendors. Here’s what I’d suggest: since you’re likely to have some questions come up between our next call, how about I reach out to you in (one week; two weeks, whatever is appropriate) just to see if there is anything I can answer for you.

“I’ve got my calendar in front of me – how does (suggest a day and time) look for you?”

Once again, you are driving the sales cycle and the call back. This is crucial to keep you top of mind and to allow you to head off any problems that might come up during the decision process.

And another:

“I’ll go ahead and send you the information we just talked about, and then I’ll schedule you for a call back next Tuesday. Do you have your calendar handy?”

Noticing a trend? Once again, I’m in control of the call back time frame. And don’t worry – if that’s not O.K. with them, they’ll suggest another day/time that is. Setting a call back like this keeps the sale moving forward and keeps them from “falling through the cracks.”

Now what happens if they want to call you back and won’t allow you to set the call back? Two things: One is that this isn’t a good sign. It means they want to control the sales cycle (which is never good), and, number two, it can also mean there is an objection that is standing in the way of the sale.

When this happens, you should try to move the call back date out just a little further and still try to control when you get to call back. Try:

“I understand. What’s the timeline for this?”

Qualify for timeline first. Then:

“Tell you what: If I don’t hear from you in the next (30 days – whatever is appropriate), then I’ll get in touch with you to see if there are any questions. What do you prefer, mornings or afternoons?”

Once again, you’re in control of the call back, and you’ve got a definite time frame and time of day to call back.

The bottom line with the call back call is to keep control of when it happens. Never leave it up to your prospect. Try to lock down the soonest date after any “event” that is going to happen, like them speaking to a partner, etc. Next, get them involved by having them check their calendar and identify a time of day. Try to get their buy in on that day.

By getting better at directing the sales cycle, you’ll get closer to making deals happen. Make it a point to get good at this – and all other – parts of the sale. As you do, you’ll move closer to becoming a top producer in your company and then in your industry.

Top Characteristic Part Six is difficult for many sales people to develop and practice, yet it’s one of the most important of skills to cultivate. And it is:

Top Characteristic Part Six: Learn to build rapport before, during and after a sale.

While most people think that sales people have the “gift of gab” and can seemingly talk to anybody, it’s not that way at all. If you don’t believe me, just listen to a few of your own recordings or those of your teammates…

The truth is, knowing how to honestly and naturally build rapport with someone takes a lot of skill, practice and patience. Unfortunately, most sales reps are in a tremendous hurry to get their pitch out and so they treat many prospects as an obstacle to go through to get a sale.

This is a big problem.

Years ago, my first sales manager (my older brother, Peter), taught me an important lesson. As I rushed through a pitch to qualify and then tried to close people, he told me that I was missing out on the most important thing – connecting with and treating people with respect and with genuine interest.

He told me, “Michael, these are people you’re speaking with. Treat them as such and you’ll go much further than you are now.”

It took a while for me to lower my guard and overcome my fear of rejection, but as I got more successful, I began to develop a genuine interest in the people I was speaking with. Once I remembered that they had lives, responsibilities, fears and goals just like me, it made talking to them, rather than at them, so much easier.

And once I did that, it was much easier to build real rapport.

You’ve probably all heard the saying that people buy from people they like, know and trust, right? When selling over the phone, learning how to develop genuine rapport will help get someone to like, know and begin to trust you.

There are three areas that you can learn to develop rapport: before (during the initial qualifying call), during (during the close or presentation), and after (once your prospect becomes a client).

Here are some tips on how to build rapport during all three stages:

1) On the prospecting call. This is perhaps the hardest time to do this because your prospect doesn’t know anything about you other than that you’re a sales rep trying to sell them something. This is when their defenses are the highest.

The way to build rapport during this phase is to concentrate on relating with them right in the beginning – before you start pitching. You do this by asking any number of things like how the weather is (“Is it still over a 100 degrees there?”), or by asking how the new conversion or transition is going, or if they’re super busy now that it’s Monday, or if they’re relieved that it’s Friday. Find some common ground and build some rapport around it before you launch into your pitch. Your goal is to try to build a connection before you put your sales person’s hat on.

One good way to do this also is to develop a touch point plan of leaving voice mails and sending emails if you’re not able to reach someone right away. By leaving a carefully constructed series of messages beforehand, you can start your conversation by asking if they received your messages and if they’ve had a chance to read them yet. If not, then build rapport as above before you go into your pitch.

Building rapport this way takes a little practice, but if you truly become interested in each and every person you speak with, they’ll feel it and you’ll separate yourself from all the other sales reps just trying to sell them. Believe me, this will pay dividends…

2) Build rapport during your presentation. Most sales reps are in a hurry to get through their pitch so they can see if a prospect is going to buy or not. This is not only bad technique but it is also rude.

Top producers, on the other hand, continue their interest in their prospect and concentrate on having a conversation throughout their presentation rather than making their pitch a monologue. The way you do this is by putting lots of tie downs, open ended questions and even trial closes into your presentation. Your goal should be to check in with and involve your prospect in a conversation rather than give a pitch.

An example of this is by checking in with your prospect after you’ve given a benefit or explained how something works. Asking things like, “How would that fit in with what you’re doing,” or “Would that help you?” is a good start.

Using open ended questions is good, too. Instead of asking, “Are you with me?” you should ask, “What questions do you have for me so far?”

By building rapport in this way, you also begin getting an idea of how interested or engaged your prospect is. The more engaged they are, the better your chances of advancing the sale.

Spend some time this week to rewrite your demo or presentation giving your prospect opportunities to acknowledge, engage and ask lots of questions. The more rapport you can build during the close, the better.

3) After the sale. Many sales reps are surprised to hear this, but aftercare of a new client is just as important as getting one to begin with. Most sales forget a client once their check is in, but top producers know that right after a prospect has purchased is the best time to either up sell them or get a referral.

And the way you do this is by once again having a conversation and expanding upon your rapport. Get in the habit of calling your new clients a week or so out just to see how they’re doing. Offer any assistance and continue to develop a relationship with them.

If you have a chance to offer an additional service or product, do so. If not, then have your referral script handy.

Also, consider drip marketing to your new customer by using a greeting card system such as Send Out Cards. The more you can “touch” your new client, the stickier they are going to become and the more likely you’ll be able to do more and longer term business with them.

In conclusion, building rapport seems to be a lost art for many sales people. This is why most people (yourself included) hate getting calls from sales reps. But top producers know the value in treating people with respect and with genuine interest.

By doing so, you can not only develop a long and loyal customer base, but you can begin to enjoy what you do more as well. Sounds like a win/win to me.

In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to give you a powerful way to open your closes. This is a technique that top producers use all the time, but that most sales reps are afraid of using.

If you do this right, however, you’ll have the confidence to ask for and get the sale the majority of the time. It is:

Top Characteristic Part Five: Requalify your prospect at the beginning of your closing presentation.

Let’s start with how most sales reps give a closing presentation or demo. Most sales reps get a prospect on the phone and then go through a long winded presentation, seldom checking in, and then at the end vaguely asking for the order with a weak statement like:

“So what do you think?”

A client of mine once described his sales team as “spraying and praying.” They “sprayed” a long presentation, and then at the end “prayed” the prospect was onboard and wanted to buy.

If that’s how you’re doing it now, then you know how sick of a feeling it is to finally ask for the deal (and usually be turned down).

Top producers handle this in a very different way. First, top producers get much better quality leads out because they follow Top Characteristic Number Four of fully qualifying their leads.

Next, when they get a prospect back on the phone, before they jump into their demo or presentation, they take the time up front to requalify their prospect so there are no surprises when it comes to asking for the sale at the end.

What they are requalifying for are things like decision making ability of the person they are pitching, the timeline for making the decision (especially using a trial close like: “And if at the end you like what you see today, is this something you can move forward with?”), and any other qualifying areas that weren’t covered during the qualifying call.

Here is a list of some sample questions you can ask at the beginning of your presentation:

“I know you mentioned last time that you were particularly interested in learning about ________. Is there any other area you wanted to see today?”

AND

“You mentioned that you were the one who would decide on something like this – is that still the case?”

AND

“I know you said you wanted to find a solution as soon as possible, so let me ask you: if this is everything you’re looking for, are you prepared to move on this today?”

AND

“You know ________, we talked about the range of investment being between $10,000 to $50,000 depending on which program you went with. If you do like this today, what kind of commitment are you thinking of making?”

AND

“I’m happy we have some time to go over how all this works and let me ask you: If after you see all this you agree this is what you’re looking for, is this something you can give me the go ahead to put to work for you today?”

If some of these questions seem daunting to you, it’s probably because you haven’t been thoroughly qualifying your prospects to begin with. You may be more used to the “spray and pray” model.

I’m here to tell you that you’ll close more deals, avoid more frustration, and confidently close more deals if you begin requalifying your prospects up front.

The benefits of doing this are many. To start with, if you find that a prospect isn’t going to make a decision at the end but rather has lots of concerns or objections already, then you can adjust your pitch accordingly. You can shorten it or ask for their main interests points and address those first. Then after you’ve answered any questions, you can begin overcoming some of the obstacles or ascertaining if this is a prospect who is ever going to close or not.

If you find that most of your prospects aren’t going to make a decision at the end of your presentation, then you can go back to your qualifying script and put in more definite questions so you get better qualified leads for your next closes.

On the other hand, if you find out that your prospect is indeed ready to go, then you can use more tie downs and trial closes during your presentation and then confidently ask for and get the sales sooner.

Either way, you’ll know where you stand at the beginning of your pitch and what you’ve got to do to win the deal.

Take some time this week to restructure the opening of your presentation or demo and put some of the requalifying questions you’ve read above. Or, adapt some of your own. The more you ask these kinds of questions, the stronger of a closer you’ll become.

And one last note: Don’t be afraid that you’re going to scare off buyers by doing this. Know one thing: buyers will respond to these kinds of questions. Only non-buyers will give you trouble, and wouldn’t you rather know up front who is going to buy and who isn’t?

Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let’s look at the final two:

Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness. The number one law in all marketing is repetition. That’s why Coke-a-Cola still buys millions of dollars of ads every year.

It’s the same with getting your prospects to notice you. The most effective way is by using a two month long campaign that goes like this:

First: Try to reach someone for a couple of weeks without leaving a VM.
Week One: Leave one VM and follow it up with an email that same day. Then leave a second VM that same week.
Week Two: Send email #2, then leave a VM at the beginning of the week and on that Friday.
Week Three: Send an email at the beginning of the week and at the end. Leave a VM in between.
Week Four: Send another email on Tuesday, and leave a VM on the Thursday.
Month Two: Send either one email or leave one VM per week for four weeks.
Also: Call in between and don’t leave a message.

Anytime between week two and three, one of your emails needs to be the “Should I Stay or Should I Go” email. If you’ve not heard of this email, then your return contact rate is about to go up by 60%! It goes like this:

Your subject line is: (Prospect’s First Name) Should I Stay or Should I Go?

Body of email:

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…

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 to 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,

If you’re smiling from reading this, so will your prospect! Again, this is a high percentage email that gets a response about 60% of the time. Compare that to your current results.

Proven Technique Number Five: If your VM and email campaigns don’t work, then consider going that extra mile – as a top producer once said, “The extra mile is never crowded.” Even though a prospect may not be in the market now, as we all know, things change. And when they do, you want to be top of mind so they’re thinking about you when they are finally ready.

The most effective way to do this is by sending physical greeting cards. And the easiest way to do that is by using a company I use called Send Out Cards. (You can learn more about them here: www.SendOutCards.com/mrinsidesales )

I’ve been using SOC for years and they have made me a lot of money in sales to prospects I wouldn’t have gotten if I hadn’t been drip marketing to them regularly. I love SOC for many reasons including:

1) It’s extremely affordable to send a high quality card with a real stamp
2) It’s easy and fast – you create the cards in advance and they send them automatically without you having to do anything!
3) You can build “campaigns” so you can send cards at any interval you choose (and you can build lots of campaigns).
4) Every card is completely customizable – you can choose from 15,000+ of theirs (and include your own message) or you can completely create your own with your own images.
5) It’s highly effective. In fact, did you know that the number one salesperson in the world – according to The Guinness Book of World Records – is a guy named Joe Girard? He was a car salesman and he sold an average of six new cars EVERY DAY! How did he do it? He sent a card to every customer and every prospect every month (and one for Christmas), 13 cards in all.

Joe was so successful, that people had to make appointments with him to buy a car!

The good news is that sending physical greeting cards works in your business as well. And www.SendOutCards.com/mrinsidesales can make it easy and effective for you.

So there you have it: The Five Proven Voice Mail Techniques to get your calls returned. Follow them and you’ll be much more successful than you are now. Don’t follow them and, well, you already know how that goes…

If you’re struggling to get your voice mails returned, then you’re not alone. Industry stats show that less than 10% of voice mails to new prospects are returned. Because of this, finding the right voice mail message, and knowing a few proven techniques, can be the key to not only making contact with those hard to reach sales leads, but also in developing relationships and getting new accounts.

Here are five proven techniques that give you the best chance of getting your voice mail messages returned:

Proven Technique Number One: Don’t even leave a voice message! Sounds strange, huh? Well the truth is the best technique to follow when trying to reach a prospect for the first time is to persevere and call five or seven or even ten times first before leaving a message. Your goal is to catch them picking up the phone and having a conversation rather than leaving multiple unreturned voice mails.

Try calling at different times in the day, and even several times on Friday. Fridays are the most relaxed days and most people are getting ready for the weekend instead of gearing up for the week. The worst day to leave a voice mail? Monday.

One caveat: For those of you who are worried that when you do finally catch someone who picks up the phone and is upset that you didn’t leave a message (yet they saw you called several times), be prepared with a good script! Something like: “I didn’t want to bother you with several voice mail messages, so I decided to just try to catch you instead. Anyway, I’m glad I did….”

Persevering in this way is the best way to actually get someone on the phone and because most sales reps won’t do it, you’re going to be way ahead if you do.

Proven Technique Number Two: You must script out an effective voice mail message in advance. Nothing will get your message deleted faster than the sound of an unprepared and unprofessional message filled with um’s and uh’s.

As soon as a busy prospect hears that kind of message, especially from someone they do not know (and from a sales person on top of that!), they automatically reach for the delete button. Don’t you?

In addition, you want to make sure your scripted voice mail has these three elements:
1) Put the focus on your prospect – NOT on your product or service.
2) Don’t ever say, “I’d like to take some time to learn more about you…”
3) Leave your number SLOWLY and twice.

As you’ll see in the following examples, most sales reps leave a message that is all about them – this never works. Second, sometimes they think that by wanting to “learn more about how you handle..” they think that they are putting the prospect first. WRONG. All the prospect is thinking is they don’t want to take valuable time to educate you so you can sell them.

And three, the worst technique of all is leaving your phone number so quickly that you force your prospect to replay your message over and over again just to get your phone number. Yeah, right, like anybody is going to do that…

Here is an example of what to do and what not to do:

Proven Technique Number Three: Turn a bad VM message into an effective one:

The WRONG way to leave a VM (and unfortunately, how most people do it):

“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.”

This message checks all the “do not do” boxes I’ve listed in technique number two. It’s all about the caller; it wants to take time from the prospect so they can “pitch” more, and the number was only left once.

Here is 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!”

This VM is effective because first of all it is focused on the prospect and what’s in it for them (10 – 15% savings). The phone number was left two times slowly. But the magic technique was:

You gave your prospect a way out! You let them know that they can simply call you back, leave you a message (so they won’t have to speak with you nor be pitched when they call), and they can remove themselves from being called by you again if they aren’t interested! This is good for you, too, as you won’t waste your time with uninterested prospects.

One note: If you find the above message too long, then edit it! Script your VM the way you like it and then use it consistently. In fact, spend some time now reworking your existing voice mail message so that conforms to the rules above.

Techniques number four and five will be revealed in next week’s article!