| Is it a good idea to leave sales-oriented Voice Mail Messages (VMM)?
At High Probability Selling, we advise againt it, since your potential customers
will react in one of the following ways, none of them positive! - The prospect
will hear your name and company, and, not recognizing either, will delete your
VMM without listening to the rest of your message. Only that negative impression
of your name, your voice and your company will remain in his/her memory.
-
The prospect will hear your pitch and delete it, because s/he is too busy to think
about your offer now. Only that negative impression of your name, your voice and
your company will remain in his/her memory.
- The prospect will hear your
one-way communication and be frustrated, because there is no opportunity to ask
any questions. Then, s/he will hit "delete," and click to the next message
without trying to call you back. Only that negative impression of your name, your
voice and your company will remain in his/her memory.
- The prospect may
not like the sound of your voice or your pitch, and immediately delete your VMM.
Only that negative impression of your name, your voice and your company will remain
in his/her memory.
- The prospect may listen to your VMM and be interested,
but too busy to call you back. Eventually, s/he will be frustrated and/or annoyed
that you did not call again, or be faced with a potential phone tag scenario.
Only that negative impression of your name, your voice and your company will remain
in his/her memory.
- The prospect will listen to your VMM, stop what s/he
is doing, and call you immediately. Approximately 1 out of 120 VMMs will result
in a call back, and an average of 1/3 of them will result in a new customer. Therefore,
without actually talking with them, salespeople that leave VMMs alienate the other
119 prospects.
Is it a good idea to leave sales-oriented Voice Mail
Messages (VMM)? Our research indicates that salespeople who leave voice mail messages
produce an average annual sales volume that is twenty-nine percent (29%) lower
than the average sales volume of all salespeople in their companies. In
High Probability Prospecting (HPP), we do not leave Voice Mail Messages. HPP
is about a series of extremely brief human-to-human interactions characterized
by mutual trust and respect. The process gets better sales results during the
first round of calls, and increasingly better sales results with each subsequent
round of calls. The primary strategy of the HPP process is to contact a
highly targeted list of prospects every four weeks, to determine whether the prospect
wants what we have to offer now, or not. If not, we quickly accept any negative
response and leave a positive impression that builds with time. |
