5 Key Ways to Increase Your IT Sales Callbacks
Posted by Steve Richard, Co-Founder & Chief Content Officer @ Vorsight
“Hey Jim. Pat Nelson with Vorsight. I know you’re the CIO for XYZ Big Data vendor and I needed to speak with you in regards to expert resourcing within the division…Call me as soon as you get this, my number is 555-123-1234. Take Care.”
Over the past two weeks I have been using this template in order to attract high-level strategy, IT sales, business development and clinical development prospects. So far I have received anywhere between 1-4 callbacks a day from VP level and C-suite individuals. Now the secret to the success of this template lies in the tone of voice I used and placement of pauses in my speech. Basically, I wanted to sound busy doing other things. I want them to think that I would not be calling them at this moment if I did not have something pressing to speak about. There are a few ways you can implement this template into your sales voicemails.
- Keep a steady tone of voice. High-level executives are pros at weeding out sales people from their voicemail within seconds of hearing them speak, regardless of what they are saying. By leaving a firm voicemail, stating your business and cutting out the flowery language, executives are far more likely to be curious as to how they can help you as a peer rather than label you as just another technology sales person.
A negative example being:
“Hey, this is Pat over with Vorsight; I hope your day is going well. I had a quick question for you when you had a second. I would really appreciate it if…when you get a moment…you could call me back. I hope you have a great rest of your day!”
- Don’t ask questions, express your expectations. The purpose of your voicemail is not to explain in detail what you want to cover; it is to get him to call you back. Asking questions in a voicemail can deter a prospect from wanting to speak with you because they categorize your “sales call” prematurely. If your voicemail is not around 20 seconds (give or take), you are diminishing your odds of a return call. Give them a rough idea of what you need to cover, tell them to call you, and then hang up the phone.
- Don’t assume, think, guess or wonder. Always know. In your voicemail, establish your merits as a peer and list what you know: Their responsibilities, the subject of the conversation you will be addressing, and when you want them to call you back.
- Do not be rude or aggressive. There is a difference between being direct and being rude. It’s all in your tone of voice; you want to sound prompt and professional, not annoyed by the fact he or she did not answer the phone.
- End the voicemail strong. Prospects are busy. Asking them to “call you back when they have a moment” places you at the bottom of the never-ending pile. This leads to your voicemail being forgotten and/or ignored. Asking them to call you as soon as they get the message shows urgency and gives them that extra push to hit redial.
To learn more about how to prepare for the best cold call of your life, watch our webinar, “Cold Call Preparation. Get IT Right!” onDemand.
Vorsight goal is to arm talented sales professionals with real life tools, tips, tactics, techniques, and templates to successfully secure IT Sales meetings with senior executives.