I was just reading a post by Jill Konrath. She blogs at Selling To Big Companies. It’s part of the Duct Tape Marketing Blog Channel.
She wrote about a sales rep leaving a voice mail message for a potential customer. She gave you a great rendition of a voice mail message that I hear all too often.
Aside from selling, I have to also do some buying from time to time. The message left by the fictional sales rep was exactly how I DON’T leave messages. It’s all features and not benefits. You want my attention, give me a reason, tell me whats in it for me.
Here’s a sample of a message I might leave for a potential customer of mine. He’s a masonry contractor who was just awarded a large contract. Let’s say it’s a school.
” Hi Rick, this is Mike Sigers with Big Dawg, Inc. I’d love to sit down with you for 15 minutes and take all the hassle out of getting a brick approved by Large Architects, Inc. They’ve seen my samples for the Horse River School and will be glad to quickly approve the red smooth brick from Brick Makers, Inc. I’m sure you know that their brick is straight and lays quickly., should make it easy for your guys to lay more than they usually do and make you some good money. They’re in stock and we can get this off your to-do list as soon as you call me back at BR549. Looking forward to being your facorite supplier. ”
Nothing about us having been in business for 117 years. Nothing about our state of the art trucks. Nothing about the fact that we’re supporters of the school’s swim team.
Only facts that will make his life easier, more efficient or more economical. The three E’s. They are what he thinks about all day. They’re what keeps him up at night.
Tell the person what you can do to make his/her life more efficient, more economical or easier.
That will improve your chances of getting a call back.
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