The Secret to Effective Voice Mail Messages—with Kelley Robertson

RainToday.com's Podcast: Marketing & Selling Professional Services

All effective voicemail messages have one thing in common: they focus on a potential problem that the prospect might have. Stay away from talking about you, your company, or your services, stresses Kelley Robertson in this excerpt from his webinar Ditch the Sales Pitch: How to Master Sales Conversations and Win More Deals.

"Most of the messages [that executives receive] focus on the selling company or the seller's company—there's no reference to the prospect's company and potential problems," Robertson says. "So, focus on the potential problem that your prospect might be experiencing, allude to how you might be able to give them a solution, and keep it really short."

And before you leave a voicemail, call your own phone and leave it and listen to it. If you wouldn't answer or return your phone call, the prospect won't either, he says.

Listen as Robertson provides an example of a good voicemail, discusses the best times to call prospects, and explains how to conduct sales conversations that are not face to face.