|
Script Voice Mail for Sucess
Our good associate, Ian R., in
California referred a very interesting article to me recently. It covered the
importance and effectiveness of “enticing” voice mail messages. The author,
Jill Konrath (www.SellingtoBigCompanies.com),
states that there are 5 things you must do to create an enticing voice
messages. Follow along and we’ll script a voicemail example at the end. The 5
items you must do are:
1.
Reference your Research
2.
State a Strong Value Proposition
3.
Share an Insightful Idea
4.
Dangle Important Information
5.
Conclude with Confidence
1. Reference your Research.
Ms. Konrath states, “Do you know how few sellers actually invest time
studying their clients before placing a call? Very few. You'll immediately set
yourself apart if you mention it in your voicemail.” When reviewing the new
lead, look for the birth date and comments entered by the prospect, if any. Be
aware of the state they are in and if you see any health conditions that might
require specialized assistance. In short, look for important information that
can quickly establish you as a person who understands their very unique
situation and needs.
Examples
“I noticed while reviewing your
file that you have a birthday soon. This is the perfect time for us to visit
about your needs before prices go up."
“In
reviewing your file I noticed your comments regarding your tight schedule. Our
systems are set up to accommodate professionals on such schedules."
“In reviewing the information you
submitted I see you expect to pay $x for your new coverage with AIG. Looking at
your good health, we should be able to get that locked in if we move quickly."
2. State a Strong Value Proposition. Ms. Konrath
states, “Powerful value propositions focus on the business outcomes companies
get from using your products or services. Framed in business terminology, they
highlight specific measurable results.” This is the true value we deliver
via Direct Response selling.
Examples
“While working with folks such as
yourself, right there in Kansas City, we saved them an average of 30% to 70% on
their insurance costs. That’s money for vacations or investments.”
“We’re experts at delivering the best coverage at
the best cost. We work for YOU and can access more than 1500 carriers to find
you the best price.”
“We specialize in assisting
individuals with diabetes. We have carriers that understand all health
situations and can help you get coverage at reasonable prices.”
3. Share an Insightful Idea. Ms Konrath states here,
“Nothing is more tempting to future customers than an idea that can help them
achieve their goals or solve their pressing problems. You have to do some
pre-work to use this approach, but oooooh, it is seductive.
When you leave a voicemail, don’t tell your customers
everything. Only tell them enough to get them drooling to learn more.
To be enticing with a thought-provoking idea, you combine
it with some facts you’ve gathered from your research of their business or
situation and your value proposition.”
Examples
“Your choice of carriers was
perfect, AIG has been the top provider of coverage in recent months so this
should go smoothly. The odds are good we can lock that rate in.”
“I’m happy to tell you I have some
good news about your carrier selection that could save you even more money.”
“Your very health situation has occurred in several
cases recently and I know JUST the carrier that can help.”
4. Dangle Important Information. Konrath states,
“Do you know something that your prospective clients don’t? If so, let them
know you have this lucrative information.”
Example
“Because of recent law changes,
the drop in term pricing we’ve seen for 75 years is coming to an end. If your
prices change by just 10% it could mean another $2000 for the 20-year product
you choose. But if we move quickly, I’m confident I can get your pricing locked
in.”
5. Conclude with Confidence. And here Konrath
states, “Enticing voicemail messages must end with strength, that customers
will get immediate value if they meet with you.”
Several options that have proven to be effective include:
“We need to talk. The savings I’m
talking about is significant for you and your family. Call me at 800…..”
“If you’d like to find out how so
many have saved hundreds and even thousands of dollars on their insurance
premiums with TermOnly, give me a call at 800…..”
“It’s easy Bill, and will take
just a few minutes. Give me a call at 800….and I’ll get the forms right out to
you. Let’s get your rates locked in!”
Let’s put it all together and see what we have.
“Hello Bill? This is Brad Howard
with TermOnly. Thanks for taking time to request coverage at our site
yesterday. While reviewing your file I saw that you have a birthday coming up,
so we should visit pronto before your rates change. Typically we can
save folks 30% to 70%. So I’m calling to save you money Bill, not to ask you
for more.
I see also that you chose AIG—and
that’s perfect—they’re top notch. This should go smoothly, but I have to tell
you that carrier rates have been going up. SO….. to keep you from having to pay
more we need to get your half million of coverage “LOCKED IN” as quick as
possible.
We need to talk. This is a great
price and carrier you’ve chosen. Bill, call me at 800….."
Script your voice mail message the way you script your
approach and you’ll see improved responses. Good luck and good selling………….
Brad Howard, Director
Only Financial Group
866-INS-ONLY ext 108
bradh@onlyfinancialgroup.com
|
