“Do consistently for every single call, the exactly verbatim, and the tone” – Marcus Chan in today’s Tip 661
How about you? How do you leave a voicemail?
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Marcus Chan Resources
Marcus Chan Webinar
Real B2B Sales Talk Community
Marcus Chan on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Marcus Chan. Marcus is the founder of Venli Consulting Group where he helps salespeople sell more and sell better without needing years of experience. He’s been featured on Yahoo! Finance, MarketWatch, NBC, and now the Daily Sales Tips podcast. Here he is:
Marcus Chan: Most salespeople hate leaving voicemails. Now he asked him why most of them say well it’s because they don’t call me back. And the reality is, that you’re right. You’re absolutely right. If you have the wrong voicemail. So the next few minutes, I’m going to teach you my voicemail scripting. That gets me over a 70% callback rate. I have talked to literally thousands of reps over the last decade. I’m gonna teach you step-by-step exactly what to say and how to say it. So as you listen to this, I’ll want you to really listen to the tone and the words I say, and also explain the why it’s so effective.
Now, first off, most reps, when they leave a voicemail, it sounds something like this. “Hey Scott, it’s Marcus Chan with ABC company. Hey, I’m giving you a call because I want to show his great solution has XYZ benefit. Why book a time in the calendar? Here’s my number, blah, blah, blah.” Now you might get some calls back and off that, but it’s usually pretty rare. Usually, just very, very small percent that will call back.
So instead you want to shift it to this. “Hey Scott, it’s Marcus. I’m calling in reference to ABC company. Please going back on my cell (541) 221-9999 again, (541) 221-9999. Thank you.” Boom. That’s it. Notice there, the tone, it’s firm. It’s not enthusiastic. It does not sound like a salesperson. So that by itself is a pattern interrupt. They’re like, “Ooh, what’s this all about?”
The second piece is notice how limited information you gave. I didn’t say it’s Marcus Chan. I said it’s Marcus. When you say it’s Marcus, or it’s your name, the first name, the psychology behind is they recognize it as like, “Oh, should I know this person? Hmm.” So they’re going through their head as I listened to the voicemail. Now you sort of peak some curiosity.
And then the third piece is notice that he didn’t even say the name of company you’re working with. You just dropped a reference and now reference should be an existing company you do business with. So now they’re like, “Huh, what’s this all about?” So now what’s happening is you provide a limited information. Your tone is firm. You don’t sound like a salesperson, and now you create FOMO in their mind fear missing. So they’re not sure why you left that voicemail. And as a result that will lead to a higher likelihood of them listening to it and calling you back.
Now, if you also notice as well, it’s a very short voicemail, maybe 15 – 20 seconds long. So it’s easy and fast for them to listen to and be able to decide what to do next.
And here’s, what’s really powerful. Let’s just say, for example, you leave a voicemail on a Monday and you wait two days and you decide to call them again on Wednesday and you leave the exact same message, again. Verbatim with nothing changing. Think about if you were on the receiving of received to the same voicemail of someone sounding firm and probably limited information in which their tone is creating, it’s firm and urgent. Now your chance of them call you back increases. And what’s amazing is when you do this consistently with every single voicemail, you will see, you will get more calls back because they’re not sure why you’re calling and when they’re calling you, their guard is down and they’re more open to the conversation. They’re like, “Oh, okay.” And they’re thrown off. That’s a very powerful state to have your prospect. And when they’re calling you, I promise you to do as consistently for every single call, the exactly verbatim, how I said, and the tone you will get more calls back than you ever gotten before.
And I have had reps who say, Hey, I’m not sure how it’s going to work for me, but then they commit to it for a full week. Every single time they leave a voicemail, they saw they got more calls back than ever. And of course, was more practice with tonality and the firmness. You will see your conversions will also skyrocket as a result.
Scott Ingram: Marcus has got a killer resources page and a free webinar available for you and we’ll have links to all of that at DailySales.Tips/661
Once you’ve checked that out, be sure to come back tomorrow for another great sales tip from Beau Brooks. Thanks for listening!