Sometimes a little humor is the perfect tactic to break through a prospect's defenses and get them to call you back. This script adapted from Michael Freer will make your leads chuckle and be much more inclined to respond.
KING OF SALES, The author of thirteen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com.
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If after 2 solid phone/voicemail/email attempts (which counts as 6 touches, not including any drip emails or LinkedIn messages/connection requests that they may have gotten in between calls 1 and 2) I’ll leave a 3rd voicemail message (followed by an email, of course) that simply says something along the lines of:
4. Liam Neeson Threatens and Delights Your Callers. Liam Neeson has been acting for decades but it was his recent role in the hit movie Taken that caught the attention of a younger audience.
We managed to discover some of the most common causes that will trigger this particular issue. We have done this by looking at various user reports and the repair strategies that they used to get the issue resolved. Here is a shortlist with common scenarios that have the chance of triggering this particular error message:
Voicemails don't have to be a last resort or a dead end. Use these tips for messages that actually move the conversation forward. You'll enjoy richer prospect relationships and fewer opportunities gone cold.
Pro tip: Only use first names. People of authority call each other by their first name only. Using the contact’s full name or saying Mr./Ms. [last name] can make you seem less confident and important than the person you’re calling.
If you’d like to learn more, my number is 123-456-7890. I’ll also follow up with an email containing the case study. I look forward to hearing what you think. Have a great day.” This voicemail is simple, packed with value, and straightforward. It also sets the tone for what doing business with you is like.
5. “Hi, you’ve reached [company name]. We can’t take your call right now but we will call you back as soon as we’re available. Please leave your name, number and reason for your call. We know your time is precious, so to skip the back and forth, kindly leave a few different times of day that work best with your schedule and we will do our best to reach you then! Have a great day.” This greeting lets your caller know that not only your time is precious, but you realize theirs is as well.
You may be able to delete or re-record your message by staying on the line even after you have recorded your voicemail.
No matter what, speak positively about yourself and the services you provide. The first mortgage call is just as important as ever. To remain relevant, mortgage originators must provide value. So, that first voicemail is your golden opportunity to do so!
Manners Mentor exists to spread the word and to update continually the manners we’re using so that they make sense for our modern sensibilities. They’re never stuffy. They’re always simple, savvy, and sincere so that you can be authentically you…at your best! Join the Manners Mentor Movement by subscribing to receive posts in your inbox so that you’ll always be in the loop!
Generally, voicemail is not the medium to discuss deal logistics. Keep messages short and to the point, and steer clear of deal specifics. Ask relevant questions and you're likelier to get a response.
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I can’t answer the phone right now, but if you leave me a message with your name and phone number, I will return your call as soon as possible. You have reached Jim Bucki. I can’t take your call at the moment but please don’t hesitate to leave a message after the tone. I will return your call as soon as I am able.
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