Hit Prospects With This Powerful One-Two Punch
Want to hit your prospects with a figurative one-two punch? Sales and marketing professional Genie Parker recommends using both email and voicemail to get their attention! While Parker admits that it does take a bit more work to fire out an email and voicemail in quick succession, it’s completely worth the extra effort.
In her article on the VanillaSoft blog, Parker outlines how salespeople should tackle this approach. The voicemail should be left first, and the key is to remember that it will immediately be followed by an email; remembering this will influence the type of voicemail you leave. Parker suggests:
- Keep the message short (approximately 15 seconds in duration).
- Keep it “warm.” Let the prospect know how you share a connection (Do you have a mutual contact? Did you meet recently at an event? Do you read his/her blog?). Try to uncover a connection!
- Call at the right time (avoid Monday mornings and Friday afternoons).
- Skip the sales pitch and stick to a simple introduction.
- Let him or her know that you will be also following up with an email.
Once your message is left in the prospect’s voicemail, it’s time for punch number two: The email. Parker recommends doing the following:
- Check your email settings to make sure your full name appears in the “from” field.
- Use the subject line as a quick reminder that you are following up from the phone call.
- Just like in the voicemail, personalize the message by highlighting a connection with the prospect.
- Because this isn’t limited to a 15-second message, explain why you are reaching out. “Your prospect is feeling a little warmer but needs a reason to keep reading,” Parker explains. Focus on the prospect rather than your offer… Indicate why you believe you may be able to help, and how you’ve helped others in a similar situation. However, do not go into too much detail here because the next tip is the most important of all.”
- Keep the email limited to two or three short paragraphs.
- Close the message by asking to continue the conversation.
- Include your contact information.
Parker reminds readers that this tactic isn’t just for leads and can be used with regular clients and colleagues as well. “The one-two punch provides you with additional channels to interact with your prospects, leads, and customers — and it can be an effective tool in your toolbox,” she writes.