The role of voicemail in lead generation has been discussed and debated at length since what feels like the beginning of time.
While there are pros and cons to leaving a voicemail message while making outbound prospecting calls, I am a proponent of leaving a message when trying to connect with a client or prospect. Okay that’s fine. So what can I possibly tell you that you haven’t heard already? Here is a story from my own personal experience showing why it works.
I was recently asked to help a client set up high level appointments for an upcoming event they were attending. I did this, putting my belief in the value in leaving a message into action, for the following reasons:
- If a contact is unaware of your product or service, the voicemail message serves as an introduction to your company and offering.
- If a contact is aware of your product or service, the voicemail serves as a touchpoint to reinforce their knowledge of your product or service. It also helps them learn something new about your product or services.
- If your message is compelling and there is interest in the substance of your message, you may receive a call back. This has been my experience in the past.
- If you are calling prospects or clients, your message is a form of nurturing your relationship with them during outbound prospecting.
- Finally, with Caller ID, they know you are calling anyway.
So back to my story. I was calling a select and finite group of prospects and clients to set up appointments. As you would guess I always left a message every time I called.
See if these results speak for themselves:
- I received a call back from a senior executive’s administrative assistant to arrange a breakfast appointment.
- I received a call from a technology executive interested in setting up a conference call.
- I received a call back from a senior vice president interested in meeting at the event.
- I received a call back from a business executive to set up a meeting time for herself and a few staff members to discuss our solution.
- I received a call back from a sales executive interested in a meeting.
Was the offering hot? Yes. Was the message compelling? Yes. Was anything offered in exchange for the meeting? No.
I would love to hear your thoughts and feedback on leaving a message.