Voicemail is both an investigative and marketing tool if you use it correctly.

Don't you hate it when someone calls and mispronounces your name? You tune them out immediately. Avoid duplicating their mistake. If you're prospecting and the gatekeeper says the president is busy, would you like her voicemail, always say yes. When you get her voicemail you don't need to leave a message, but listen to how she pronounces her name. You might get an added bonus and she'll say when she's available or when she's returning to town.

More importantly, listen to her outgoing message. Is it short or is it long? If it's short (short words and short sentences) that means she's probably a Driver type personality. Therefore, if you leave a message get to the point and keep it less than 15 seconds. The same applies when you finally talk with her; keep it short and sweet. If the outgoing message is long (long words and long sentences), she's probably an Analytical. That means you can leave a more detailed voicemail (but no longer than one minute) and when you talk with her be ready with the details and proof that you can do what you say you can do.

When you get voicemail, use it to your advantage as a marketing tool. Research has shown that someone has to see you, see your name, or hear your name six times before they will trust you enough to buy from you. Six voicemail messages can count for all the contacts. Another marketing advantage of leaving a voicemail versus a live message with a gatekeeper: you can leave accurate information with your enthusiasm. Gatekeepers can't.

Afraid you'll become a pest by leaving too many messages? Then don't do what 95% of salespeople do. Don't keep calling and calling and calling and pleading, "Will you please return my calls?" The desperation in your voice will guarantee returned silence.

Kelly, a lady who attended our Chicago seminar, said that each morning she goes to http://www.historychannel.com to see what happened on this date in history. On her outgoing voicemail message she leaves a trivia fact. Then when she calls and gets someone's voicemail she'll leave another history trivia message. She said she gets more calls taken and returned for her company than any other sales rep. Plus, when she checks her voicemail messages she hears a lot of "click", "click", "click". People calling in to her voicemail to get today's history trivia and then hanging-up without leaving a message. A variation? Go to http://www.thinkexist.com where they have thousands of quotes, motivational and funny, that you can leave.

History proves that your voicemail messages will be more welcomed - and returned - if you make them fun.

About the Author:

© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities - Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com

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