Merchants outnumber us! ALL OF THEM ARE ACCESSIBLE BY PHONE. Today, let's focus on a training tip from a pro so you''re ready for some biz:
Enticing Voicemail Messages
by Jil Konrath
Sick and tired of prospective customers never calling you back? Then it's time to take a good hard look at what you're doing - or not doing - that's creating these results for you.
Voicemail is a fact of life today. Whether you like it or not is irrelevant. And believe me, getting through to decision makers is only going to get worse. So if your livelihood depends on getting in to see these people, you better learn how to use it to your advantage.
First, let's take a look at the basic formula most sellers use in their voicemail messages:
Hello, Mr/Ms __. This is __ calling.
I'm an account executive with __ company.
We make/do __.
Our product/service is leading edge, high quality and __.
I'd like to get together to learn more about how you do __.
And tell you about how our __ can help your business.
Please call me at __ to set up a time.
What's wrong with it? It's boring, boring, boring. No one in their right
mind would ever waste one precious moment of their time to meet with a
seller who said this.
Let me repeat myself. This approach does not
work. I don't care if that's how you were trained. The world has
changed. Even your own mother wouldn't call you back today - and that's
pretty darn bad!
Most buyers from big companies
are bombarded with more than 50 calls like this each and every day. Your
message is "zapped" before the second sentence is out of your mouth.
How to be enticing: 4 effective strategies
Being enticing is about saying or asking something in a manner that
truly piques a prospective decision maker's interest or curiosity.
You have to put on your thinking cap too. There's no way around it.
Enticing voicemails don't just flow out of your mouth when its time to
leave a message. In fact, lack of planning is guaranteed to make you
sound trite and cheesy.
Here are five strategies you can use to increase your enticement quotient:
1. State a strong value proposition
Powerful value propositions focus on the business outcomes companies get from using your products or services. Framed in business terminology, they highlight specific measurable results.
Examples of enticing value propositions include:
- "In working with another firm (store, market, shop, restaurant) like yours, we reduced processing by 30%, saving them over $200 monthly and annual reductions of over $2000."
- "We provide FREE state of the art 2015-ready equipment so you aren't vulnerable to fraud."
- "After working with our company, our average clients loves the customer care, next-day funding, free gift cards and the host of other benefits we give."
Prospective customers are enticed
by strong value propositions because they address critical business
issues AND demonstrate significant value. To increase their
effectiveness, mention that the results come from businesses like theirs
- or even name-drop when appropriate.
2. Share an insightful idea
Nothing is more tempting to future customers than an idea that can help them achieve their goals or solve their pressing problems.
You have to do some pre-work to use this approach, but oooooh, it is seductive. When you leave a voicemail, don't tell your customers everything. Only tell them enough to get them drooling to learn more.
To be enticing with a thought-provoking idea, you combine it with some
facts you've gathered from your research of their business and the processing industry changes.
3. Dangle important information
Do you know something that your prospective clients don't? If so, let
them know you have this lucrative information. What tempts prospective
buyers? They're always interested in learning more about:
- Their customers.
- competitors.
- industry trends.
- visionary ideas
If you have access to this knowledge, use it. One of
my clients recently used this strategy to land appointments with hard
to reach decision makers. Essentially, here's what they said:
"We recently conducted a study of how your customer's needs are changing relative to decisions on emv and ebt cards.
I'd like to set up a time to review some of the key points with you. I
know you will be very interested in what we've
uncovered."
4. Conclude with confidence
Today's buyers won't waste time helping you learn about their business. Nor do they want to hear your product/service pitch.
Enticing voicemail messages must end with strength, that customers will get immediate value if they meet with you. Several options that have proven to be effective include:
- "We should talk. The savings I'm talking about can drop right to your bottom line. Give me a call at 555-429-1922 and we'll set up a time to get together."
- "While I can't promise you the exact same results, I can assure you that it will be worth your time. My number is 555-429-1922. Give me a call and we'll set up a time to get together."
• "If you'd like to find out how (big, well-known company in related industry) have utilized similar ideas to gain significant market share, you can reach me at 555-429-1922. I look forward to getting together.
Summary
Are you ready to be enticing? As you can see, it requires some serious
thinking, a good understanding of your business case and the panache to
pull it off as a professional.
While the strategies discussed don't ensure a callback, they will
guarantee that you stand out from the crowd. Creating a series of these
enticing messages enables you to penetrate your merchant's natural
defenses. When you do actually connect, getting an appointment should be
the natural next step.
And, don't be too surprised if you pick up the phone some day and it's your prospective client - begging to meet with you!
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Even if you are calling a merchant who is a friend, some of the above phrases will help you ;get your rap down'. Remember, you just want to save him money on an expense he is paying month after month after month!
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| Can't stop a girl with her rap down! |
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