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How to Develop a Telemarketing Critical Business Issue (CBI) Voice Mail Strategy - Part 2

Posted on May 30, 2008 by Anabel Foucart, Program Director

To further illustrate the point that Jon Plant outlined in his blog posting on May 7th regarding critical business issue (CBI) voice mail strategies, we’ve decided to provide an example that we would use if calling a contact and leaving a message about TeleNet’s Marketing’s services.

Here is the scenario:

TeleNet is calling a prospect who inquired through the website about telemarketing services. All we know about the contact is that he works for a company within our target market and is interested in getting more information about what we do. We have made numerous attempts to reach this person- to no avail. So we leave him a CBI Voice Mail….

In this example, the critical business issue that many marketing directors and managers are faced with is the increased pressure from financial executives to tie positive ROI to each campaign. Therefore, quality of leads is of critical importance, as is the ability to track leads through the sales process. Stating these issues in the voice mail shows the prospect that you understand the types of challenges they are faced with and positions you more positively than a quick “checking in” or “call me back” type of voice mail.

Click Below to listen to an audio of how the voice message should flow if you want to increase your chances of a call-back.

(Note: If you are viewing this post in a feed, please see our Original Post) for the audio.

Additionally, the transcript is provided below:

Hi Tom, this is Anabel from TeleNet Marketing, my number is 1-877-282-2345. Since you recently expressed interest in our services, I wanted to let you know that if your primary concern is getting concrete leads with a real sales value attached to them, then TeleNet is worth a closer look.

Many of our clients are measured by the ROI that their lead generation campaigns produce – thus lead quality and tracking are top priorities. If you share these priorities- it’s worth your time starting a dialogue with us about our services. Our primary focus is delivering strong qualified leads to our clients and providing processes to assist in closed loop tracking. Again, my name is Anabel and you can reach me at 1-877-282-2345. Tom, I hope to hear back from you soon.

Keep in mind, Jon’s 4 tips in creating your CBI voice messages:

  1. Target approximately 40 seconds in length. You don’t want to lose the reason for calling in a long message.
  2. Say your name and phone number twice (at the beginning and at the end). Your name/company should be clearly associated with your message.
  3. Insert your prospect’s name into your voice mail two times. Example, at the end of your message: “Again, Jim, my phone number is…
  4. Finally, and most importantly, you must show value of your company/service in relation to a common critical business issue that you can help solve. The idea is to push an issue that they may be facing and how your company’s service or solution can address this issue.

Tagged: telemarketing sales leads, lead generation, targeted lead generation, telemarketing leads, telemarketing strategies, lead generation strategies

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