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Tips for Compelling Voicemail and Email Communication

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by

Amanda Joyner

on 14 September 2016

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Transcript of Tips for Compelling Voicemail and Email Communication

Tips for Compelling Voicemail and Email Communication
Things that can detract from your message
slang / text lingo
buzz words / cliches
industry terminology
emedia terminology
incorrect info
voice inflection
pacing
distractions
Successful VoiceMailers...
VM Samples
Let's listen to a few quick samples & ask yourself, would you call them back???
avoid blind dialing
listen to outgoing message fully & take note of
*cell phone #
*out of office return date
*name/number of new or addtl contact
*details
zero out for more info
block time to do appt dials separately from other activity
plan what they are going to say & make note of it in SF
use creativity w/ sincerity
sound exciting/upbeat/feverish but not rushed
are short and to the point
What to Always Include in VM
Your first name & number at beginning of message
Your concise "Earn the Right"
*referral
*comp set results
*#Newcontent
*competitive intel / #Competitorbuys
A call to action w/ next steps
Your first name & phone # again w/ availability to speak live
When you'll follow up if they don't call back
When to Use VM
when you have a legit reason to call
when direct dials aren't connecting (if not blind dialing)
in follow up to email
to layer information w/ addtl value
when prospect IS in the office but not available at anticipated time
when a time sensitive response is not needed
When NOT to Use VM
when prospect is out of town / country
when blind dialing
when there's a language barrier
to negotiate any aspect of how we structure a deal
when YOU have a question
when you have no compelling reason
when you're not prepared
What to NEVER Include in an Email
text lingo / cliches/ buzz words / acronyms
emedia terminology
pricing, range of pricing, etc.
any point of negotiation other than when to meet
specifics of competitor's success / results w/ emedia (or alluding to same without qualifying)

anything that screams of impropriety
anything that would undermine your credibility
Listen for:
Name/number @ beginning & end
Relevant & compelling reason for calling
Call to Action
Other
When to Use Email
to Earn the Right to speak w/ them regarding potentially working together
to layer information
when we have something relevant to share
when we've been unsuccessful reaching them by phone (& not blind dialing)
When NOT to Use Email
to share how we structure deals
to ask questions of your prospect
to negotiate any aspect of the deal (unless language barrier)
to share pricing
to attach additional information for their review
when sharing lengthy or hard to understand info
when you're scared to talk to them in person / over the phone
when you have nothing new /valuable to share
Successful Emailers...
use bullets
have a professional signature including mobile #
are concise
add value
could be shared w/ any level decision maker
use first names not formalities
use creativity where appropriate
create excitement/feverishness to meet
don't say "I need/want"
don't tell what you're going to tell
don't read as "scripted"
What to Always Include in an Email
an ETR statement in the first sentence
stats or other facts relevant to the content we've seen / need we've identified, etc.
one idea per paragraph; most important things first
specific call to action
if appt setting, two options to meet
next steps
use headers / bolding to identify value, timelines, etc & gain focus
AKA How to get what you need from prospects through concise, relevant & intentional outreach
Email Samples
Let's share some email samples and discuss takeaways.
Presented by Amanda Joyner
Sept. 2016

I. Calls
live
voicemail

II. Written communication
email
one sheeters
other




Key activity to "get to an appointment"
Remember the ABCs:
Accuracy
Brevity
Clarity
Considerations BEFORE outreach
Goal for the outreach =
*what's the call to action
*whose your audience
*impression you want to leave
*will it be forwarded
*what's relevant
*what's timely for THEIR business / comp set
*did you proofread /spell check
*other?
vs a LIVE call
Facts:
*30% of vm goes unheard for 3+ days
*20% of people delete vm unheard
Facts:
*avg partner receives approx 50 emails/day
*73% of people spend 1 hr on email/day
*only 53% of receivers actually interpret email message correctly
*78% believe they communicated clearly in the email

Let's look for:
personal greeting
bullets
value proposition (ETR)
demonstrated competency/credibility
call to action
next steps
sense of urgency
informal tone yet professional
Homework Assignments:
1) Draft a vm you intend to use with a real prospect & practice by sending it to your mgr or other colleague for feedback.

2)Begin utilizing your new vm & get your calls returned! (& make note of your results to share best practices w/ your team)

3) Draft your new email & send it to your mgr or other colleague for feedback

4) Begin sending your new email & get replies from your prospects! (& make note of your results to share best practices w/ your team)
Full transcript