Getting an answering machine when you first call a new lead can be frustrating.
Some agents don’t even bother leaving a message, with many reporting that only 5% of their answering machine messages ever get returned — if that!
Top producers, however, understand that answering machines are a fact of a salesperson’s life. They also see it as an opportunity to get an edge over other agents and brokers who never really prepare for answering machines.
Here are four more of the 10 tips from phone sales experts that you can put to immediate use today.
7. Give them a deadline
Another tactic for reinforcing the urgent need to call you back is setting a deadline. But don’t go overboard with this scare tactic. If anything, blame it on forces beyond your control.
For example, if you’re expecting a rate change from your preferred carrier, you may want to note that in your message.
8. Contact options
Your message should reiterate your preferred contact method, i.e. your phone number.
But if you have a self-service website with a multi-carrier quote engine, you may want to give your prospects a second option for starting their purchase with you.
Online consumers often feel more comfortable if they can shop and compare plans on their own — without the worry of being manipulated by a “salesperson.” With a fully functional website powered by a multi-carrier quote engine, shoppers can compare dozens of plans to find the right one for them.
There’s also a potential time-saving benefit when you offer a second contact option. Many agents today now receive commission checks on web-submitted applications where they never spoke to the client.
9. Get up!
Standing up when you make a call is an old sales trick … and it still works. Before you leave your answering machine message, get up!
But in addition to standing, you should also make sure that your energy is up. An exciting message will be useless if it comes off like a read script.
Go back to the radio commercial models I mentioned at the top. Have you noticed how all those announcers seem upbeat? Well, they actually have to work at reaching that level.
A rule of thumb is: if you think you’re voice is TOO upbeat, then you’re probably just right.
Just as television can add 15 pounds to your look, radio takes down your excitement level a few notches … because there are no facial cues or body language to emphasize your words. So, get up!
10. Practice your scripts
Finally, it should go without saying that you need to practice your scripts.
Yes, that’s “scripts” plural. You should have at least 5 scripts ready to use, based on the most common types of leads you find yourself facing.
And by practice, I don’t mean just one or two quick run-throughs. You need to know these scripts so well that you don’t even need to look at a script or pull a brain muscle trying to remember.
Your message must sound natural and conversational. To put it another way, when a prospect checks his answering machine and hears your message, it should sound as if he’s hearing from a friend or colleague.
