Hi, this is Stephanie Maas with Thinking Ahead Executive Search.

I specialize in commercial banking and commercial finance search.

Today I want to talk about a super simple topic, but one that I get asked about on a regular basis, and it has to do with scripting for marketing and or business development calls.

First and foremost, if you are not scripting out your voicemails and your initial conversation scripts.

I'm going to strongly encourage you to start that practice.

It is probably one of the most basic fundamental keys to success.

Now sometimes I get objections to this thought and people say, well, I don't want to sound like a robot.

I don't want to sound like I'm rehearsed.

And I say lovingly, why the hell not?

I get that you don't want to sound like a robot.

So, use inflection, use tone, speak like a normal person, not a robot.

But secondly, you're supposed to be a professional.

If you don't script it out, you're going to sound like you're bouncing all over the place.

You're going to ramble, you're going to get off track and you're going to sound unprofessional.

So let me challenge you.

If you're not sure about scripting, do it for 30 days.

Listen to your voicemails when you script and when you don't, and watch your call return percentage.

I guarantee the more professional you sound, the more likely you are to get a call back.

I'll get off my soapbox on that, but hopefully that hits home.

And by the way, the more you say these scripts, the more they do start to sound like you.

And that's the whole point.

The other thing is when you use a script, you can actually listen.

If the other person answers, you can listen for what they're saying.

And even more importantly, you can listen for what they're not saying because you're not trying to figure out what you're going to say next.

And you already know because it's scripted.

Here's a couple of scripts to get you started.

First of all, this is the voicemail we use when making a marketing call, a cold marketing call.

Someone I've never spoken to in the past.

Here's what it sounds like.

Hey tell, this is Stephanie Moss with Thinking Ahead Executive Search, 615 316 3255.

Hey, Tal, I don't know that we have spoken in the past, so my name may not ring a bell.

And that's actually one of the reasons why I wanted to call.

I specialize in commercial banking and commercial finance recruiting here in the greater DC Baltimore marketplace.

To my knowledge, we have not done work on your behalf in the past, and I wanted to learn more about you, what you do, and how I could be a resource for you in the future.

Even if the timing is not right, right now for you to partner with a firm, I still thought we should connect number one.

You never know.

Number 2, you never know when you might need a good firm.

Lastly, I make 50 to 80 calls in your market 5 days a week.

Most weeks of the year.

I would welcome an opportunity to give you some real time market insight on what we're seeing and hearing from your competitors.

Again, Tom, it's Stephanie Moss with Thinking Ahead Executive Search 615 316 5461.

Thanks so much and have a great day.

Now that's a long winded, detailed voicemail that works specific to my niche.

No one's going to call me back if I just said, Hey Tom, Stephanie Moss, Thinking Ahead 615 316 5461.

They're just not.

Now, if that's what works in your niche.

Stick with it.

Here's a great clue if you should be leaving a long or a short voicemail.

Listen to their voicemail.

Again, the whole point is you called them a way to voicemail.

Now, sometimes people are short and sweet.

Hey, it's Tom.

Leave me a message.

Okay?

Then leave a message.

If it's more long-winded, hey, let me know when I can reach you back.

Blah, blah, blah, blah, blah, blah.

You know, you probably have a little bit more time with them.

I will tell you, if you are not sure.

Because you're new to your niche, our experience here at thinking ahead is that people appreciate a little bit more than less.

While I definitely believe some people out of sheer curiosity will simply call you back just to see why you're calling most before they commit to any kind of a return call, want to know who you are, why you're calling.

And if this should be a priority for them, hope this helps and Hey, you now have my phone number.

If there's anything you need help with specifically reach out.

And also if you do reach out, make sure you tell me who you are, why you're calling and why I should be calling you back.