How Can You Use People’s Voice Mail to Your Sales Advantage?

Posted on May 8th, 2007.

We all know how important it is to make a good ‘likeable’ first impression. You only have one chance to make a first impression. You’re also most likely aware how important it is to create a positive rapport as quick as possible.

What if you were ‘aware’ of an influential way to connect with a prospect you’ve never met prior?

Firstly, there is a technique that very few sales people use…and it’s NOT a secret, they just don’t stay ‘aware’ during the sales process…it’s called ‘matching and mirroring’. All this means is that you should match his/her rate of speaking and mannerisms.

You are most likely educated enough to know that everyone is different and that using a single method of communication with all your potential business card advertising prospects will not always be the best approach. When in meetings, some of your clients will want you to get right to the point, others need you to warm them up and talk about family, hobbies etc first. The entrepreneurs you come across will want the bigger picture asap, and other clients need details. Some clients you need to speak slowly, while to others you should speak quick. NOTE: When you’re on the phone, have a reminder note infront of you that says “Is this person speaking fast or slow”- “Is this person want to know details or the bigger picture”. Just being ‘aware’ of those two things can make a huge difference.

What if you could find out which approach fits Mr/Mrs business card advertising prospect before speaking to them? That would surely get you start on the right foot, wouldn’t it?

Let me tell you about Peter who has a unique way of going about this.

Peter is a partner to a friend of mine, and Peter makes million-dollar+ sales in the technical field on a consistant basis. Peter has a clear vision of his goals in the forefront of his mind at all times . He knows precisely what he shooting for, and a precise strategy to meet his goal. When he thinks about his goals, it creates a real ‘roaring fire’ in him to achieve what his chasing. If what you’re selling is ethical and adding value to people’s lives…chase it!

Peter knows precisely how to speak his potential clients ‘language’ which creates connection and rapport very quickly. One of his clever tactics is to pay close attention to his prospects voice mail. Here is how he explaines it.

Me: “How do you use your prospects’ voice mail, Peter?”

“I just listen (and pay close attention) to what my prospects says and how he is saying it. EG. Suppose my prospects voice message sounds something like this:

“Hi, this is Chuck Jones. I’m sorry I missed your call. Your call is very important to me. Please leave your name and address and telephone number and any other details and I’ll get back you just as
soon as I can. Have a great day.”

“His voice is cetainly warm and soothing. The ‘pace’ of his voice is moderately slow. When I meet up with him, I’m now fully aware that my own voice should also be warm and soothing and I must speak moderately slow. Also I know this person needs alittle warming up. It is important to ask him how he and his family are going (This also gives me ‘hot buttons’ so I can then use analogies if needed). From there, I can get down to business and what the package is all about. I need to explain my proposal fully and provide plenty of details along with assurances and guarantees and any other value i’ve added to the package.”

So in a nutshell - Listen to a prospects voice mail and take notes of the basics (matching and mirroring) …even though you’ve never met him or her before, you’ll have a good head start before you approach this potential business card advertising client. You’ll have an instant advantage and it’ll make the business more fun for you! Stay AWARE of the above and you’ll improve you sales figures dramatically!

Anyone else have a particular ’sales skill’ that works for them?

Dean

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