Voicemail Tips
How to Leave an Effective Voicemail Message
BY JEB FOSTER
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A bad message—one that leaves a prospect uninspired and reluctant to call—can be the difference between making the sale and coming up empty handed. |
If you're like most people, you have a love-hate relationship with voicemail. Alright, maybe you just plain hate it.
Leaving a good voicemail message is a skill. For some people that skill is innate while others must diligently work at it, refining their delivery until an effective formula has been found.
Strangely enough, for people who spend a great deal of time on the phone, a lot of agents stink-yes, stink-at leaving voicemail messages. They don't understand that a bad message-one that leaves a prospect uninspired and reluctant to call-can be the difference between making the sale and coming up empty handed.
So what makes a good voicemail message? Here are the three pillars of an effective message:
» ToneTone
» Content
» Brevity
Your tone is essential because it, well, sets the tone. Keep this in mind: It's human nature to want to connect with people, so the more warmth and humanity that you convey, the better. If your delivery is cold and aloof, your prospects will react in kind.
Flat, monotone voices; dull stares that seem to look through you instead of at you; speech that's more robotic than human. We've all been to the DMV and we dread license renewal time. The test for your voicemail tone is: Could this be a message left by a zombie at the DMV? Will the prospect actually dread calling me back?
So if the DMV bureaucrat provides a sort of anti-example, who can you look to for a positive example? The answer is easy-your hairdresser or barber.
Upbeat; engaged; positively human. For whatever reason, people who cut hair for a living have these traits in spades. They provide the example-the tone to strive for in your voicemail.
Listen to yourself as you leave your next message. Where on the continuum between lively hairdresser and cranky government employee do you fall?
Content
Of course, what you say in your voicemail message is quite important (though it's far less important than how your say it). Certain bits of information must be supplied, namely, your name, the reason for your call, your contact information and either a call to action, such as asking them to call you back, or an indication that you'll be following up later on.
Here's an example:
Hi, this Roger Torkington of Red Shoe Insurance. I'm calling about your request for an auto insurance quote. Give me a call at your earliest convenience and we'll go over what I've prepared for you. I can be reached at 303-223-4438. Again, that's Roger Torkington and my number is 303-223-4438. Have a great day!Let's dissect this message. Notice it starts with a greeting (just as a typical conversation would) with an informal 'Hi.' It then gets right to the reason for the call. The third sentence is the call to action. Observe the lack of please in the imperative, "Give me a call." Omission of the please is counterintuitive, and to pull it off without seeming pushy requires an upbeat tone (it all goes back to tone).
The reason for leaving out the please is that, paradoxically, please can sound off-putting. (So can thank you, if it comes before the favor or request is complete.) It also implies that they would be doing you a favor by returning your call, but the fact is, you're offering your services, and if you believe in your product and in your skills, the trade is even, a quid pro quo deal.
The message you want to convey is that you, Roger Torkington, want to help them. You're not asking that they support your career by buying a policy from you. To convey that message would sound desperate, and that's no way to instill trust and confidence.
The message above includes a repetition of the name and contact information. By offering your name and number a second time, you're being helpful: Oftentimes, the number is missed on the first go or the person hasn't yet found a pen to take down the number. Be sure to repeat your number s-l-o-w-l-y. A common mistake agents make is reciting their number too quickly, as if prospects were as familiar with their telephone number as they are.
Brevity
Be precise and brief. Voicemail is not a medium for rambling.
So let the Golden Rule guide you in leaving message: be precise and brief. Voicemail is not a medium for rambling. Many voicemail systems have a key combination that stops voicemail windbags in their tracks by erasing a message before it's over. Show your respect for your prospect's time-and avoid getting "star sixed"-by getting right to the point.
All of these tips assume that you're calling at a decent hour and at a relevant time. By relevant I mean the prospect is new and expecting a call. Keep in mind that consumers who use services like InsureMe expect calls immediately. In fact, one of their primary motivations for using a online quoting service is their desire for speedy assistance. Calling three days later is not a relevant time. If the prospect hasn't already committed to another agent, he or she will certainly resent your tardiness, no matter what tone you convey in your voicemail message.
The most important thing to remember is that despite your efforts, people will still neglect to call you back. How you respond to this fact will be a good predictor of your success as an insurance agent. Do you give up? Do you become resentful and bitter? Or do you keep at it, maintaining a hairdresser's buoyant attitude?
This information was provided by InsureMe, the leader in online insurance leads for the insurance industry. Since 1993, InsureMe has helped thousands of insurance agents succeed in the insurance business by providing top-quality leads that are both detailed and affordable. For more information on InsureMe leads, please visit our agent web site at agent.insureme.com.
