Voicemails and Emails - Better Together or Separate?

Inside sales teams face difficulty connecting with their prospects. Their prospects are sometimes difficult to reach, and finally reached on the phone, they usually have very little time to speak.

Countless voicemails and e-mail messages can either can either come across as professionally persistent or nagging. Herein lays the million dollar question: How do appear professionally persistent instead of overbearing?

Do you leave e-mails and voicemails in tandem or separated by days?

C-level and senior level executives receive hundreds of e-mails and many voicemails a day and a large proportion of those are likely to be Cold Calls. Your prospect has to do his best to sort through the static. How can you ensure your message is compelling and different?

Voicemails are best when they provide the basic information to capture the prospect’s attention, yet not enough to make them disregard the call because they ‘are not interested.’ Leaving little bits of information consecutively pegs their interest until you finally get a hold of them. The chances of a decision-maker calling you back are slim, and in reality, that may not necessarily be the purpose of your voicemail. By leaving touches for your prospect, you are building awareness. When you finally do reach your prospect, they may recall your name and admire your professional persistence.

Sending e-mails in tandem with your voicemails allows the prospect to make the connection between your two touches and get back with you regarding your offer to speak or meet. One way to approach this is to reference the voicemail in your e-mail subject line. An example:’ Company X’ Intro (Voicemail left 5/8/09). Their memory will then jog back to their voicemail they heard and if they are interested will reach out to you.

Try leaving your prospect an e-mail along with a voice message referencing each other to capture their attention and time.

The bottom line? Depending on the type of prospect or industry you are calling in to, these tactics may vary. However, don’t be afraid to try new approaches. If you always do what you’ve always done, you’ll always get that same result.


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