Lecture Notes: Effective Voicemail Messages for Sales

Introduction

• Voicemail is an underused yet effective sales tool.
• Most competitors do not utilize voicemail effectively.
• The right voicemail message can place you on decision-makers' radar (e.g., Vito or Tommy).

Importance of Voicemail Delivery

• Vocal Delivery: Crucial for getting a return call.
• Tone Modulation & Pacing: Dictates ease of listening and response.
  • Use natural tone.
  • Practice by recording and listening to your own voicemail.
  • Modulate voice to match message content (raise/lower pitch appropriately).
  • Maintain constant volume.
  • Slightly faster pacing for Vito, but ensure clarity.

Guidelines for Voicemail Messages

• Be Authentic: Avoid sounding scripted.
• Internalize, Don't Memorize: Know your message well.
• Enthusiasm: Believe in what you're saying to excite Vito.
• Follow-Up Plan: Be prepared to leave a series of messages, each building on the previous.

Structuring Voicemail Messages

1. First Message:

   • Deliver an amplified opening statement ("bookends").
   • Include a balance gain equation.
   • Example: Share a successful case with tangible benefits.
   • Close with a planned follow-up time or invitation to callback.

2. Second Message:

   • Attempt to connect at the promised time.
   • Continue storyline with new, relevant information.
   • Create urgency and relevance for a callback.

3. Third Message:

   • Introduce potential losses from inaction.
   • Use terms like "unintentional," "suspect," and "possibility" to soften the message.

4. Fourth Message:

   • Address potential lack of message receipt.
   • Introduce personal concerns relevant to Vito's business.
   • Offer alternative communication avenues (fax/email).

Real-Life Example

• Successful engagement using a structured voicemail approach led to a major speaking engagement.

Advanced Tactics

• After sequence completion, restart the process if needed.
• Utilize additional resources like Vito's fax or email to ensure message delivery.

Conclusion

• Encouragement to learn more and take action through Vito's sales training.
• Aim for mastery in voicemail messaging to enhance sales success.