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Leaving Effective Voicemail Messages

Posted By Administration, Tuesday, December 4, 2012
Updated: Friday, August 30, 2013
When I contact new prospects by phone and get voicemail, what are the right words to compel the action of a return phone call?

Consider how most people sort their voicemails. The first to be eliminated are ones where someone is trying to sell you something, rambling or long ones, or messages with an unclear reason for calling.

Plan Your Voicemail Before Calling
Professionals know their lines. Write down the message you plan to leave - don't ad lib when you get that voicemail. Remember what the listener will be thinking as they listen to your voicemail:

  • Attention - Why should I listen to this voicemail?
  • Interest - Is there something of relevance for me?
  • Desire - Is this something I want or need?
  • Action - Is there enough of a reason for me to take the time to respond to this voicemail?

TIP:Your voicemail message can show how much you know about this person and how well you understand their needs.

Leave a voice mail that:

  • suggests a key reason (for them) that you are trying to reach them
  • provides a date and time you will call back if you don't hear from them sooner
If you give them this date deadline or tell them you will send them anything describing your intended discussion in more detail, make sure you follow up.

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Are You Prepping?

Posted By Administration, Friday, November 30, 2012
Updated: Friday, August 30, 2013
A professional painter knows the key to a long lasting and attractive paint job lies in the preparation (scraping, spackling, cleaning, taping). Is this same prepping important in consulting? ?

With so much information at our fingertips, there is no excuse for failing to do research before and during a client engagement.

Before Soliciting a Prospective New Client
A Google search and a company's website can be great research tools. Make sure you are focusing your efforts on the right person in the company. Have a good understanding of the products and/or services the prospective client provides. What can you discover on LinkedIn about key people in the company?

Know as much as you can, especially before that first meeting. Who are their competitors? Are there any trends or common issues of their industry? The more knowledgeable you are (and you appear), the more the client will think you can help them.

TIP: Prepping pays off for consultants the same way it does for any professional:
  • Research topics to be discussed at the prospect or client meeting.
  • Study to be sure you thoroughly understand pertinent facts and variables.
  • If you are going to an unfamiliar location, know the geography, business norms or culture.

What and how do you prep? Share some ideas with me - or click on the email link below.

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