Written By: Jeb Blount
Prospecting is rarely one and done. It takes multiple touches to get prospects to engage. Therefore, leaving voicemail messages on prospecting calls is a crucial part of your fanatical prospecting strategy.
The most frequent question I get about voicemail is not about how to leave voice but, “Should I leave a voicemail?”
In my experience there are two camps on this: One that says you should never leave a voicemail and another that says you should always leave a voicemail. Both are wrong.
If you never leave a voicemail you will never get a call back, you tell your prospect that you don’t you care enough to leave a message, you abdicate your responsibility to educate your prospect, and you hinder your efforts to build familiarity. Since getting a call back is a very good thing, it doesn’t make sense to never leave a voicemail.
Learn the secrets to leaving effective voicemail messages that get returned in our online sales training course The NEW Essentials of Voicemail
There are however, some circumstances where it might not make sense to leave a voicemail.
For example, if you are dialing a completely cold list of prospects and your goal is to make as many dials as possible while connecting with as many prospects as possible in the shortest possible time leaving voicemail messages will slow you down.
It can take from 30-60 seconds to leave a voicemail causing you to spend a significant amount of your phone block leaving voicemail messages for completely cold, unqualified prospects.
However, on most prospecting calls you should leave a voicemail.
We’ve analyzed data on how many prospecting touches it takes to get a prospect to engage across a diverse set of sources and industries. The data tells us that prospecting is rarely a one and done activity. It takes persistence and many touches to get sales engagement.
Keep in mind that these are averages across a wide statistical distribution. Depending on your brand recognition, geographic location, prospecting channel, product, service, sales cycle, and industry vertical, you may find that these numbers shift in or out of your favor.
The story these numbers tell us is that it takes multiple prospecting touches to get prospects to engage. This means, that to be successful, you will need to master multiple prospecting channels including:
You will need to become proficient with leaving effective voicemail messages.
Author and sales trainer Anthony Iannarino says it best:
“Your commitment to persistence and multiple touches establishes a couple things. First, it says that you are not going to go away, that you intend to keep calling. Second, it acknowledges that you believe it is your responsibility to call them, rather than waiting for them to call you.”
Our FREE sales prospecting guide The Seven-Steps to Building Effective Prospecting Sequences teaches you exactly how to build killer sales engagement campaigns.
Jeb Blount is one of the most sought-after and transformative speakers in the world…
Join more than 360,000 professionals who get our weekly newsletter.
Self-paced courses from the
world's top sales experts
Live, interactive instruction in small
groups with master trainers
One-to-one personalized coaching
focused on your unique situation