How to Leave a 15 Second Voicemail that Gets You the Meeting

Posted on October 20th, 2009 by Keith Ferrazzi

How to leave great voicemailsIt takes barely fifteen seconds to put into practice my four rules for what I call “warm calling” – a friendlier way to engage someone you’ve never met, i.e. the traditional “cold call.” These rules apply to both live calls and voicemails – or even in person.

Hit the points below and you’ll give yourself the best shot at getting the meeting or follow up you seek.

1) Convey credibility by mentioning a familiar person or institution that connects you. If you don’t have one – find one!

2) State your value proposition: How will interacting with you help this person?

3) Impart urgency and convenience by being prepared to do whatever it takes to meet the other person on his or her own terms.

4) Offer a compromise that secures a definite follow-up at a minimum.

Feeling hazy on any one of those points? Then you’re not ready to make the call! Although all the above rules are important, waiting until you’re ready – in particular, until you truly have something of value to offer and know how to articulate it – may trump them all.

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33 Responses so far | Have Your Say!

  1. These make sense. It would be very helpful to see an example of what this might sound like.

  2. Keith,

    Great advice. I would suggest a point 5 - Practice what you are going to say in the event you reach VM. I have trained many inside sales reps and find that while most of them plan what they will say when the prospect is on the phone, the best ones practice what they will say if they reach VM. There is nothing worse than listening to a stumbling, stammering message on the phone.

  3. The follow up can sometimes be the most awkward call. I guess that's why you have to find some common interests or goals at the initial meeting.

    Can you expand on #4 - Offer a compromise that secures a definite follow-up at a minimum? What are some pointers on making the follow up more natural? How do you move the relationship forward if they are not offering up much information?

    Thanks

  4. Great information. I've been studying information about calling your leads. I agree with Brian's comment that it would be great to see an example. Thanks!

  5. I agree that an example or two would help move this concept from abstract to actionable.

  6. Fan of Keith says:
    October 20, 2009 at 6:19 am
    Reply

    Hi Keith

    Would you please comment on calling vs emailing as an initial approach to someone? Calling sometimes seems intrusive, and emails often get ignored.

    Thanks!

  7. Thanks fir the quick tip. Often I see myself wondering about leaving messages but you deinitely elped clear my mind!

  8. Love the concise nature of your tip this week. Thanks for providing a blueprint to a successful introductory call.

  9. Cale D. Hawley says:
    October 20, 2009 at 7:23 am
    Reply

    Great insights. Thanks for the reminder. I have used this technique for years (sorry Keith, even before I read Never Eat Alone). People are always curious to know how I build rapport so quickly. This is one of the tactics I use in meeting people. I intend to share this with a colleague who has been having trouble gaining the confidence to make cold calls. Again, thanks for the reminder.

  10. Knock-out! This is great. Every great call run I've ever done for Culture Pundits has pretty much modeled this type of thinking -and I got the followups and many times, the business. So great to have this so clearly distilled and easily referenced for the future. Thanks again Keith! -Tom

  11. Keith gives an example in his first book, "Never Eat Alone" in Ch. 9 - 'Warming the Cold Call'.

    "Hi Serge. It's Keith Ferrazzi. John's talked highly of you for some time, and I've finally got a nice excuse to give you a call. I'm calling for my friend Jeff Arnold, the founder of WebMD, who has a new, very powerful way to distribute digital content. With some of the new products you'll be launching this quarter, it could make for the perfect partnership. I'll be in New York next week. Let's get together. Or, if getting together this trip isn't convenient, I'll make room in my schedule for whenever it's more convenient for you.

  12. Yes, #4, please expand.

  13. @Reuben Thanks for being helpful both to me and readers of this blog!

    @Jenny et al That is indeed the example, re #4: Be forward about suggesting a date/meeting, but then "compromise" with something easier or more flexible so that he/she has ample room to suggest an alternative.

  14. @Reuben - Great example from Keith's book.

    If I received that voicemail, I would definitely call back - especially since I used to work at WebMD and I know Jeff Arnold makes things happen.

    Now I'm really curious about that new, powerful way to distribute digital content ;)

    John

  15. Just to add a small nugget to the above 4 fantastic tips.
    Before the call meditate for a moment to put yourself in an up-beat positive mood, by envisioning the other party being responsive to your request.

  16. People need to learn how to say more with less. Twitter's a great way to practice that habit! And, if you don't have anything to say, then maybe it's best you say nothing at all. I'm sorry, but it's true. Long rant-like voicemails certainly aren't going to get the job done (at least in my opinion).

  17. I enjoy the tips and think the value add would be even greater with specific examples of what the tools would look and sound like.

    Michael

  18. No common ground? Find some.
    A few examples wouldn't help. And not easy ones that don't match the challenges readers face when they are calling up strangers.

  19. Curtis McGee says:
    October 20, 2009 at 8:00 pm
    Reply

    Tip for putting yourself in the right frame of mind before the call, i.e. Positive and Happy...............SMILE, SMILE, SMILE then pick up the phone and SMILE while dialing. The SMILE will create a positive projection of your voice and mood to the listing party. The other party cant see the SMILE but they can feel it. The same works for you when you receive an income call, SMILE just before answering.
    CM :)

  20. Hi Kieth,

    Thanks for the great suggestions. Two thought:

    1. You used to give some content in the email, not require a click through to get the information. I'd like to get at least some suggestions to start with in the email (maybe half the article) and I bet you'll still get great click through. maybe even better. What do others think?

    2. You used to include "if you received this from a friend and would like to subscribe, click here". But now it is dropped. You are depriving yourself of a great viral technique. Hope you'll consider adding it back in!

    Thanks again,

    Zahara

  21. Great suggestions Keith! I always enjoy your insights and forward them on to others...except the one about having a conversation at the urinal. LOL!

    Keep Believing...
    Bille Baty

  22. In addition to the smile...stand up!
    You'd be amazed how differently the call goes when your body language supports and energizes your call (or message) while in "presentation mode".

  23. I have a tendency to babble in voice mails! I lean towards emails for that reason. I have had some success with writing out a few bullets before I call, in case I hear the dreaded beep. I intend to incorporate your ideas into the next script!

    I am interested in hearing your thoughts on voice mail vs. email intros.

  24. Can you give us an example of this? Thank you!

  25. Great insight. I will be sure to share this with my Job seeking customers!

  26. David Gassman says:
    October 23, 2009 at 2:19 am
    Reply

    thanks for these 4 comments, i will pass along to my sales folks

  27. Very good, practical points, my staff and I can implement right away. Thank you for sharing this with us!

  28. Keith:

    Do you have any tips for a call I need to make to The Governor's Office in another state, in an effort to secure an interview. The Governor is personally making the hiring decision for this particular position.

  29. Keith:

    Loved your presentation at the Detroit Chamber small biz conference this week. Nice to see a real pro work an audience.

    Wondering how we might tag-team on some things. I'm the 'ultimate efficiency expert', and have to weave a little of what you do into what we do for clients. Never will nor want to be the the master of what you do.

    Would you like to be a guest in an issue of my weekly ezine articles?

    Best,

    Ron Crabtree, CPIM, CIRM, CSCP, MLSSBB

  30. Dear Keith,

    I call on physicians to sell a new way to add substantial revenue to their practices by treating female urinary incontinence without drugs or surgery. More experienced medical device sales people have told me NOT to leave a voicemail because doctors don't return phone calls to sales folks, and instead to keep calling until I can talk to the doctor. What is your experience cold calling physicians?

    Jerry

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