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Voice Mail: Friend or Foe?

Guest post by: Paul Donehue

Article Overview: While inter-office voice-mail is without doubt a time-saving wonder, many sales people have complained that automated answering systems or voice mail systems are the ultimate screens. Others, however, disagree...

Voice Mail: Friend or Foe?

While inter-office voice-mail is without doubt a time-saving wonder, many sales people have complained that automated answering systems or voice mail systems are the ultimate screens. "Buyers almost never answer the phone any more," a frustrated sales rep said. "They just let their voice-mails pick up the calls." Is voice-mail the impenetrable buffer? Or, might it actually be an asset to your sales effort? John Condon, a sales manager with New Hampshire's Conway Office Products, a Xerox company, says there are times when it doesn’t give the sales person the opportunity to remain in direct contact with his or her customer, but adds that voice-mail also provides a way by which important information can be accurately passed on without misunderstandings. Of the decision-makers that we have spoken with, most say that they try to answer or return all calls. But everyone is busy these days, and priorities must be set. Pete Gagnon, a manager with North Carolina's Global Knowledge agrees, "Some sales reps leave long-winded messages that are full of unimportant fluff or that request action on my part. Polite, concise, and pertinent voice-mails are the ones that I answer first." "Customers need to be given an opportunity to return your call as well," John Fraitzl, Sales Director at Ikon Office Solutions in NH points out. "And using e-mail instead of voice-mail makes it easier for them to respond." The best sales people make sure that they know their customers’ or prospects’ needs. They make value-added sales calls that are of interest to decision-makers, and they leave voice-mail messages that reflect their professionalism. As the saying goes, "Leave a meaningful message with a smile in your voice," and you will get your share of return calls.

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Article Tags: contact management, effective business communication, selling skills, telephone selling, telephone skills, voice mail, voicemail



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