This Week in Sales: How Does Tibor Shanto Get 50 Percent of His Voicemails Returned?

TL;DR

Tibor Shanto gets more sales voicemails returned by treating each message strictly as a tool for earning a callback, not as a place to sell, explain a value proposition, or request an appointment. He uses concise details and curiosity-building references, then pursues the desired outcome during the returned call. Read on for his voicemail method, claimed 50 percent response rate, and follow-up approach.

Transcript

bandwidth for this week in sales provided by liquidweb.com you can get 50 of your voicemails returned now that sounds like straight up puffery watch me as i grill my guest today on his outlandish claims on today's episode of this week in sales hello and welcome to this week in sales i'm kevin gaither the vp of sales at better works here in santa mo... Read More

Key Insights

• 🔨 Voicemails can be an effective tool to get a call back if approached strategically with the intention of creating curiosity and interest.
• 🥺 Keeping voicemails concise, minimalist, and focused on prompting a response rather than providing excessive information can lead to higher response rates.
• ❓ References to competitors or common clients can create intrigue and generate curiosity, increasing the likelihood of a call back.
• ⌛ Viewing time management as time allocation and focusing on high-value activities within the allocated time can enhance sales professionals' effectiveness and success.
• ☠️ A minimalist approach to voicemails can be counterintuitive but can yield higher response rates compared to messages packed with information.
• 🍃 It is essential to be prepared for questions about references left in voicemails and to provide a clear explanation to maintain credibility and trust with potential clients.
• ☠️ Voicemail success rates may vary, but focusing on the majority of positive outcomes rather than outliers can contribute to overall sales growth.

Questions & Answers

Q: How does Tibor Shanto get more sales voicemails returned?

Tibor Shanto treats voicemail strictly as an instrument for getting a callback. He avoids trying to sell, explain his company's value proposition, create engagement, or secure an appointment within the message itself.

Q: What should be the goal of a sales voicemail?

The goal should be to prompt a response in the form of a callback. Once the prospect calls back, the salesperson can pursue an appointment, customer engagement, or a telephone sale.

Q: What response rate does Tibor Shanto claim for his voicemails?

Tibor Shanto claims that 50 percent of his voicemails receive a response. The host, Kevin Gaither, describes that claim as outlandish and asks Tibor to explain his method.

Q: Why do many salespeople struggle with voicemail?

Tibor says many salespeople try to accomplish the wrong objective with voicemail. They ask listeners to consider the company or its value proposition, which can turn prospects off instead of encouraging a callback.

Q: How does Tibor Shanto create curiosity in a voicemail?

He keeps the message concise and minimalist, giving his name, company, phone number, and a reference to a competitor or common client. That limited information creates mystery and gives the recipient a reason to call back.

Q: Should a salesperson pitch a value proposition in voicemail?

Tibor advises against using voicemail to present a marketing value proposition. He says that information can turn off the listener, while a message designed around receiving a callback changes what the salesperson says and why.

Q: What happens after a prospect returns Tibor Shanto's call?

Tibor then has to convert the callback into his desired outcome. Depending on the sales role, that outcome might be an appointment, customer engagement, or a sale over the telephone.

Q: Who are Tibor Shanto and Kevin Gaither on This Week in Sales?

Kevin Gaither hosts This Week in Sales and identifies himself as the VP of Sales at BetterWorks in Santa Monica. His guest Tibor Shanto is the principal of Renbor Sales Solutions, author of Shift, and a 25-year B2B sales veteran.

Summary & Key Takeaways

• Definition: Tibor treats voicemail strictly as an instrument for getting a callback.

• Number: Tibor claims that 50 percent of his voicemails receive a response.

• Step 1: Set the voicemail's sole objective as earning a returned call.

• Step 2: Keep the message concise and avoid selling, requesting an appointment, or presenting a value proposition.

• Step 3: Create curiosity with basic contact details and a reference to a competitor or common client.

• Step 4: Use the returned call to pursue an appointment, engagement, or telephone sale.

• Compare: Typical sales voicemails try to explain company value, while Tibor's method focuses only on prompting a response.

• Who: Tibor Shanto is Renbor Sales Solutions' principal, author of Shift, and a 25-year B2B sales veteran.

• Who: Kevin Gaither hosts This Week in Sales and identifies himself as BetterWorks' VP of Sales in Santa Monica.

• Tool: Voicemail begins the conversation, while the callback is where Tibor attempts to convert the prospect to his desired outcome.