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Why Won’t They Return My Voicemail?!!! - Insurance Sales Training

Guest post by: Brian Sullivan

Article Overview: Are you tired of leaving voicemails for prospects that don’t get returned? Well it’s official. You’re human! In fact, studies show that prospects only return between 5-10% of all voicemails left. So the first question may be, “Should I even leave a voicemail?” And the answer is, “Yes!” But your objective is to get that number up over 25%. This article shows you how.

Why Won’t They Return My Voicemail?!!! - Insurance Sales Training

...Tips to Getting the Call Back

Are you tired of leaving voicemails for prospects that don’t get returned? Well it’s official. You’re human! In fact, studies show that prospects only return between 5-10% of all voicemails left. So the first question may be, “Should I even leave a voicemail?” And the answer is, “Yes!” But your objective is to get that number up over 25%.

Let’s talk about why you should leave a voice mail. First, there are only three ways to be successful in sales.

1. Make a ton of calls and leave a ton of voicemails

2. Make sure your voicemail is a good one.

3. Leave a ton of voicemails AND make them good ones.

If you haven’t figured it out yet, Option 3 is the best way to go. So let’s break it down.

1) Effort and Activity- If you make more calls than your competition, and as a result, leave more voicemails, you will increase your chances of getting called back. (How’s that for deep thought?) Perhaps NHL legend Wayne Gretzky said it best when he said:

You will miss 100% of the shots you never take.

Even if your voicemail is less than spectacular, you still have almost a one in ten chance of getting it returned. So keep making calls!

2) Make ‘Em Good- Think about a recent voicemail message you left. If you were on the receiving end of it, would YOU return the call? Below are some tips that will make the prospect want to return your call.

• Do your research- Face it, a cold call doesn’t have to be cold. It’s only cold if you don’t do your homework. Do a quick Google search on the business. Also, head over to LinkedIn and do a search to see if you can find the prospect’s profile. They often will tell you everything you need to say to create the needed curiosity to draw them in. (Don’t believe me, go to LinkedIn right now and search for a prospect!)

• Don’t be a stiff!-What’s worse than getting a voicemail from a salesperson who sounds like they would rather be bathing in a tub of scissors than making this call. Sound like you are happy to be reaching out…because you truly believe you have something that can help them. The prospect can hear and feel the vibe you put off. Also, don’t sound like a corporate brochure. If you wouldn’t talk that way at a cocktail party, don’t talk that way on the phone. People buy from people they like, not corporate stiffs.

• Name and Number- Immediately give them your name and number.

o “Hello Sue, my name is Brian Sullivan. My direct number is 913-530-8894.

• Credibility- Tell them who you are and what your company does.

o “I am with Acme and we specialize in ________________ (Make this a BIG BENEFIT that you have done for other companies like theirs.)

• Reference Research-If they know that you actually cared enough to possibly understand their needs, they just might care what comes next.

o “In researching your facility prior to calling you today I learned _____________.

• Make it Personal- This is where you state what may be in it for them only IF they call you back.

o In working with another company like yours (if you have a well-known name, use it here), we were able to (state huge value) _____________.

• Curiosity Builder- The most important emotion you need to create in any voicemail is curiosity.

o I have some ideas that I’d like to share with you regarding how you can possibly _______________.

• The Gift- If you have nothing they want or need, they won’t be calling you back. So offer something of value.

o I also have a marketing analysis that’s been useful in departments like yours from (credible source, regulatory agency, etc) that you might find useful for your department. (Give some examples) It’s helped some folks save a ton of money…hours…etc.

• The Close- Your ultimate objective is to get them to call you back. So ask for it.

o “While I can’t promise the same results we got with (another facility), I promise it will be worth your time. I can make myself available tomorrow morning between 9:00-11:00 or Wednesday afternoon between 1:30 and 3:00. (Notice how leaving specific times makes you seem busy. And I know you are!) In the meantime if you would like to learn more about us, stop by our website at...Let me know if either time works by calling me back at...Or you can drop me an email at...Thanks a ton, Sue!

Is there a guarantee that this voicemail will be returned? Nope! But the above structure, combined with your dynamic personality, will help open more doors than the average salesperson. And knowing it’s still a numbers game, you will find that leaving lots of great voicemails can still be one of your most effective tools to getting to the top and staying there. (Quick note…this structure works if they actually pick up the other end of the phone too!)

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Article Tags: medical sales training, sales and marketing training



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