Digital Dealer - May 2018 - 43

callbacks, more engagement with prospects and
more opportunities to
SELL APPOINTMENTS
and sell more cars.
Here are some voicemail best practices and
advice:
1. ITS ALL
ABOUT TONE AND
INFLECTION. Sales is

about the transference
of energy. You need
to sound excited and
passionate.

2. HAVE A REASON
FOR THE VOICEMAIL.

Have a strategy. Create
urgency. Tell them you
have "great news," Tell
them: the vehicle they
were inquiring about is
available, you have that
bottom-line price they
were looking for, there is
a huge sale going on, etc.
3. CREATE URGENCY.

You want them to act
now, act today, call you
back right away. Let
them know there is a
sale currently, or that the
sale is about to start, or
the sale is about to end.
Let them know what they
are looking for might be
available but it is in hot
demand etc...
4. LINK OTHER
FORMS OF COMMUNICATION. For example

"Mr. Customer, I just sent
you an email with important information," or "Mrs.
Customer, I was calling
you to make sure you
received my Facebook
DM with the pricing you
requested on the 2018
Honda Accord."

5. CREATE
A LIBRARY OF
VOICEMAIL

TEMPLATES. Just as
you should have a library
of email templates in your
CRM. I highly suggest
that you have a library of
voicemail templates! You
want to have a diversifies
strategy over 30, 60, 90
days of follow up calls
and voicemail messages.
Be creative with your
voicemail messages.
Experiment with them.
Test them and the ones
that work, you keep.
The ones that don't get
callbacks or traction you
get rid of and in a short
amount of time, you will
have a powerful library
of diversified voicemail
templates.

6. USE CALL TRACKING #S (OR 800 CALL
TRACKING NUMBERS).

You can literally attach
a unique call tracking
number to each individual voicemail script
and track daily, weekly
monthly "What voicemail
messages" received the
most traction, the most
callbacks. What day of
the week, what time of
the day etc...
7. MAP OUT
YOUR DIVERSIFIED
VOICEMAIL
TEMPLATES IN YOUR
CRM ACTION PLAN.

Again, just like you create
an automated CRM
action plan (business
rules, work plan, etc.)
you should do the same
with your voicemail
strategy. Example: "Day 1
/ voicemail message #1,
Day 2 voicemail message
#2, Day 3 voicemail
message #3, etc...
8. KEEP VOICEMAIL

MESSAGES TO 30-60
SECONDS AT THE
MOST. The longer the

voicemail, the higher
probability that the prospect will not listen to it.

9. REMEMBER THAT
A LOT OF PEOPLE
HAVE SMARTPHONES
WITH "VISUAL VOICEMAIL." That means,

speak clearly while
leaving the voicemail
and keep it short and
to the point and try to
imagine that some people
will NEVER "hear" your
voicemail... they might
only "READ" your voicemail.
10. BE CREATIVE!

Don't leave the same
boring voicemail after
voicemail after voicemail.
I have an *ADVANCED
strategy I utilize with
profound success with my
clients, but again this is
an advanced strategy...
We use "soundboards"
or "Youtube" for audio,
music, voice clips, etc...
For example, during the
holidays we would go to
YouTube.com and search
for "Happy Holidays" by
Bing Crosby and then
queue it up and then we
dial the phone, put the
headset to the computer
speaker as Bing sings
"Happy Holidays... Happy
Holidays" and then the
rep jumps in and says
"Hi Mr. Customer, this
is Sean Bradley here
at ABC Motors and we
wanted to wish YOU a
very "HAPPY HOLIDAY"
and then the voicemail
message! No, I am NOT
kidding! I cannot tell you
how much response that

gets! But again, that is
an advanced tactic by an
experienced rep that has
prepared and practiced
this strategy and it is not
for the first voicemail
message on day one
of follow up. The point
is to be creative and to
be different all the while
remaining professional.
Bottom line is that you
want a callback! So,
do whatever you have
to do legally, ethically,
and morally to make an
impression, to stand out,
and get that callback or at
least get the prospect to
accept your next call.
I have only scratched
the surface of voicemail
strategies. There is
only so much you can
articulate in an article. If
you have any questions
at all or if you would like
a FREE strategy session,
please email me seanb@
dealersynergy.com.
SEAN V. BRADLEY, CSP is
an entrepreneur, published
author, speaker, and awardwinning international trainer.
He is an eight-time NADA/
ATD convention speaker
and a FranklinCovey
Certified Facilitator. He has
earned the coveted "CSP"
designation in the National
Speakers Association.
Sean is also a member
of the elite "Million Dollar
Speakers Group" in the
NSA, as well as a State
Association Speaker and
Trainer. He has spoken at
over 217 NCM and NADA 20
Groups. Sean has personally
trained 25,000+ automotive
sales professionals in 1,100
unique rooftops. EMAIL:
seanb@dealersynergy.com

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Table of Contents for the Digital Edition of Digital Dealer - May 2018
