[Music] chapter xviii voicemail messages okay Vito isn't in Tommy isn't in you get dumped into Vito's voicemail what do you do before I answer that question let me ask you what's been your experience with leaving voicemail messages in other words how high is leaving voicemail messages on your list of things you'd like to be doing as part of your sales work if you're like the majority of sales people I work with your interactions with voicemail have probably left you thinking about going back to school to get a degree in finance or maybe something that's really interesting like Parks and Recreation Services you've probably asked yourself at one time or another what's the use of leaving a voicemail message nothing ever seems to come of it well all of that's about to change right now voicemail is actually a great and underused sales tool most of the people and organizations you're competing against are not using it effectively you're going to be taking advantage of that fact the right voicemail message will quickly put you on the radar screen of Vito Tommy or both in many situations the voicemail message you leave Vito will be forwarded on to one or more abidos trusted decision-makers delivery of your voicemail message you may not be able to control what happens to your message but you certainly can control what happens during your message we've already covered how important it is to deliver a balance gain equation which is music to vito's ears now for your voicemail message the vocal delivery is by far one of the most important factors in getting a return call Vito rule number 25 the tone modulation and pacing of your voice will determine how easy or difficult it is for Vito to listen to and act on your message the best tone to use in your voicemail - Vito is your natural tone and the fastest way to know what your natural tone is will be to pick up your phone right now and call your own voicemail system once you hear the beep hum your favorite song and let your system record it yeah you may want to do this while no one else is around after you've done that don't call your message box yet after you develop the text you'll be using for your first voicemail message to veto and that'll be in just a minute I want you to use that text to leave a second voicemail message for yourself when you listen to both of these messages which should be after you're done listening to this chapter I want you to ask yourself a question is your hum the same basic pitch and tone as your voice if it is congratulations you're using your natural tone if it isn't you'll need to practice by humming a bar of that favorite song and then speaking a bar do this until your hum and your spoken words come out the same now this too is something you may want to do when no one else is around the modulation of your voice should vary and be in concert with the message you're delivering you do this by changing your voice in accordance with the words and phrases you'll be using you want to raise the pitch of your voice during the last few words of any question you ask and lower the pitch of your voice during the last few words of any statement you're making the best advice I can give you on this score is to tune in to your favorite news anchor and close your eyes as you listen you'll be able to hear what I mean when you do so you'll be able to hear what I mean the volume of your voice should remain constant throughout your entire voicemail message pacing refers to the speed of your spoken word since Vito's are fast paced individuals it's best to deliver your voicemail message with a slightly faster pace than you would normally speak to a person over the phone of course your message must always be comprehended in addition to implement than the advice you've just heard you should follow these simple guidelines be authentic don't sound like you're reading from a script' just as we discuss with your opening statement during voice to voice contact you'll internalize your voicemail messages not memorize your voicemail messages deliver your message with enthusiasm you must sound believable therefore you must truly believe that what you have to say is music to vito's ears remember you and Vito have much in common personality-wise you're almost twins people who have similar outlooks and interest like to look out for each other and keep each other in the loop when they come across something interesting and exciting that's exactly what you're going to be doing with Vito when you leave this message what you have to say will be well received if you're sincerely excited about it once you're excited about it theta will be excited to follow up appropriately once you leave a voicemail message don't expect to leave just one message and get a call back immediately from Vito although that too will happen set up a plan you must and will be prepared to leave a series of messages build this follow-through plan into whatever calendar or scheduling system you're using now every voicemail message you leave must be different each message must set up the next message and the next part of the story line voicemail message number one your first voicemail message is going to be your opening statement that you would have said to Vito if Vito had been in to take your call amplified with what I call bookends at the beginning and end as you listen to this first voicemail message you'll notice how I've added the bookends before and after the opening statement or balance gain equation mister benefit oh this is will will prosper with zip light if you were in your office to take my call this is what we could have had a chat about the CEO of the world's largest electric manufacturer increased shareholder value and reduced cycle time by 63 days while eliminating eighty 7.9 million dollars in direct cost in just 144 days this topic could be important to both of us that's why you'll be hearing from me again today at 1:30 or if you'd like you can call me before then at eight hundred seven seventy seven eight four eight six have a masterful rest of the day you can also modify the closing bookend and say something like this this topic could be important to both of us that's why you'll be hearing from me one week from today on Tuesday May 14th at 2:30 p.m. or if you'd like you can call me before then at eight hundred seven seventy seven eight four eight six anytime EFT of 4:00 p.m. until then have a prosperous rest of the week voicemail message number two of course you'll make an attempt to connect with Vito at exactly the time you said you would at the end of your first voicemail message if Vito isn't in to take your call you must be prepared to continue with your story line your second message could sound something like this mister benefit Oh will prosper here since you listen to my last voicemail message we've created two additional results with top manufacturers in Southern California full compliance with government regulations and risk mitigation for wrongful termination litigations if you'd like we can get into the details as early as tomorrow at 1:30 p.m. or if you'd like we can get into the details as early as tomorrow at 1:30 p.m. or if you'd like you can reach me at 877 708 6-4 your continued interest and have a great rest of the day note that I've added some new information that's critical to getting a call back from Vito or Tommy or someone else like one of Vito's key decisionmakers voicemail message number three you'll recall one of the most important methods and mindsets of Vito is that they love to win and hate to lose in your third voicemail message you'll begin to introduce the probability of an underlying consequence and subsequent possibility of loss that may result from not taking action on the value you have to offer Vito incorporated your message would sound something like this miss important--i will prosper here as we move into the last quarter of this calendar year three of our key manufacturing customers are posting up to an 80 thousand dollar per month cost-cutting initiative with no increase in capital expense ms important--i we suspect the possibility of unintentional inefficiencies taking place in your manufacturing operation that we can stop within the next 45 days all it will take to answer that question is a call back from you or the person you hold most responsible for your manufacturing operation you can reach me at 877 704 86 between now and the end of this business day if not I'll reach out to you on Friday June 4th at 4:30 p.m. thanks for listening to this rather long voicemail message of course the numbers you use must be realistic notice here that I use the words unintentional suspect and possibility these phrases soften the message and make it more credible voicemail message number four it's been my personal experience by the time you get to your fourth message someone will either call you back and tell you to stop calling or engage with you there's a true story for further edification moments after leaving my fourth voicemail message for the president of one of the largest office supply companies in North America my phone rang what I heard took me by surprise the voice on the other end of the line said you've been leaving voicemail messages for my resident and she's been forwarding them to me with her own comments you'll notice here that the caller didn't identify himself or his company or give me Vito's name I said oh that's interesting what was her comment about my last voicemail message the response was music to my ears she said to find out what it would take to have you teach our salespeople to leave messages like the ones you've been leaving for her I was hired to give a keynote speech in Las Vegas Nevada for 1,600 eager salespeople my cost of sales for voicemail messages I love this stuff in your fourth voicemail message to Vito you'll introduce a personal concern that maybe something has run amok with Vito's communications infrastructure it could sound like this miss important--i this is will prosper just realizing that perhaps you have not received my last three voicemail messages so I've taken the time to fax you the original correspondence that we sent along with some other interesting information about our proven ideas for the manufacturing industry the question quickly becomes can our team of industry experts achieve similar even greater results for your enterprise your return called to me will begin to answer that question in the meantime please consider this our customers look at our relationship as an appreciating asset which continues to pay dividends long after they decide to become one of our valued customers if you'd like return my call today between the hours of 1:00 and 3:00 p.m. Pacific time at eight hundred seven seven seven eight four eight six or if it's okay with you I'll reach out and make another attempt to contact you at 11:30 a.m. today thanks for listening to this voicemail message aren't you glad you took the time to get Vito's fax number by the way you could also use Vito's email address for the same purpose at this point you can start the process all over again from start to finish if you want [Music] if you want to get on the fast track and get all those c-suite appointments you've worked hard for and deserve so you could sell more faster and crush your quota in the process then all you need to do is go to our site Beto's sales training com click on the take action tab scroll down till you see the Vito University logo and check it out and in the meantime have yourself a masterful rest of the day bye-bye