Voicemail webinar 7.15.2014
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- 1. Copyright DiscoverOrg LLC, 2014 Voicemail Techniques Eleven
rules to help you get your call returned! Hosted by: Ian Seniff
Senior Client Success Manager DiscoverOrg info@discoverorg.com Join
the conversation #DOvoicemail
- 2. Copyright DiscoverOrg LLC, 2014 Why We Are DifferentWho is
DiscoverOrg DiscoverOrg profiles key Decision Makers in IT, Finance
and Marketing at over 17,500 leading North American and European
Mid-Market, SMB, Federal, State and Local Government Agencies, and
Higher Education organizations. The data is constantly updated by
DiscoverOrgs in- house team of 100 research analysts who conduct
thousands of interviews daily with decision makers at the profiled
accounts. Each profiled account comes complete with: Decision Maker
Org Chart Direct Dial phone numbers Verified email addresses
Technology backgrounds Relevant IT projects and initiatives Revenue
IT Budget LinkedIn and CRM Integration Physical and HQ address
locations Join the conversation #DOvoicemail
- 3. Copyright DiscoverOrg LLC, 2014 Direct Lines The DiscoverOrg
database contains over 95% Direct Dial Phone Numbers and 98%
verified email addresses. Refreshed Every 90 Days DiscoverOrg
refreshes and updates every profile in its database at least once
every 90 days. Live Research Staff The data collected and
constantly updated by DiscoverOrg is managed through an in-house
team of 100 research analysts. Org Charts Org Charts on every
account let users see a map of the decision making hierarchy of
their targeted accounts. SLA guarantees at least 95% accuracy Our
data is guaranteed 95% accurate and backed by our Quality Assurance
team with a 24 hour turnaround time for any data verification
requests. Why We Are DifferentWhy are we different? Join the
conversation #DOvoicemail
- 4. Copyright DiscoverOrg LLC, 2014 Beware the Voice Mail Sound
Trap Yeah. . . What to do:Never do this: Concise Personable Quick
Clear Join the conversation #DOvoicemail
- 5. Copyright DiscoverOrg LLC, 2014 Rule You goal is to get your
call returned, not sell your product Keep it short. Get them to
act. The optimal voicemail message is between ONE 8-30 seconds In
our initial campaign, our messages were about 60 seconds in length
and our callbacks were less than 10%. 8-30 seconds Join the
conversation #DOvoicemail
- 6. Copyright DiscoverOrg LLC, 2014 Rule TWO Repetition,
Repetition, Repetition! The key to memorization is repetition. Not
only that, but if they didnt catch your number the first time, you
have given them a reason not to call you back. Repetition,
Repetition, Repetition! The key to memorization is repetition. Not
only that, but if they didnt catch your number the first time, you
have given them a reason not to call you back. REPEAT YOUR NUMBER
Join the conversation #DOvoicemail
- 7. Copyright DiscoverOrg LLC, 2014 Rule THREE Never say I will
call you back How many times have you heard someone say they will
call you back and returned their call? OTHER PHRASES TO AVOID: Its
not about YOU or your PRODUCT its about THEM their problems, their
pain points. Youre a hard person to reach Hey there Mr. ____, your
secretary said you werent available so I knew youd be the right
person to talk to. Id like you to call me back so we can discuss
Join the conversation #DOvoicemail
- 8. Copyright DiscoverOrg LLC, 2014 Rule FOUR Use Body Language
7% of the message is transferred and understood by the actual words
used, 38% is transferred as a result of the way the words are
spoken and a massive 55% by body language Join the conversation
#DOvoicemail
- 9. Copyright DiscoverOrg LLC, 2014 Rule FIVE Write a Script
What happens if the person isnt there? That gives you about 3
seconds to come up with a message. Are you ready? Join the
conversation #DOvoicemail
- 10. Copyright DiscoverOrg LLC, 2014 Rule SIX Call at the Right
time The best hours to call are from 6:45 AM to 8:00 AM and from
4:30 PM to 6:30 PM Use time zone changes to make as many calls as
possible during the optimal voicemail periods Avoid leaving
messages on Friday afternoons or Monday mornings Join the
conversation #DOvoicemail
- 11. Copyright DiscoverOrg LLC, 2014 Rule SEVEN Be Personal yet
Professional Mention the persons first name at least twice in the
message Avoid using a persons last name Join the conversation
#DOvoicemail
- 12. Copyright DiscoverOrg LLC, 2014 Rule EIGHT Choose your
words Wisely Are you saying um or any other non-words? Are you
using over-used words? Are you using a word incorrectly? Are you
using generic techno babble? Consult a dictionary or a thesaurus so
you can change good to acceptable, pleasing, reputable, superior,
valuable, etc. Join the conversation #DOvoicemail
- 13. Copyright DiscoverOrg LLC, 2014 Rule NINE Pace Yourself
Shorten your message instead of talking faster Maintain a strong
and steady pace to capture attention Record yourself so you can
hear the pace Words Words Words Words Words WordsWords Words Words
Words Join the conversation #DOvoicemail
- 14. Copyright DiscoverOrg LLC, 2014 Rule TEN Do your Homework!
"I would like to introduce myself" is NOT a reason for prospects to
talk to you I understand you just upgraded to SAP Business ByDesign
IS a reason for prospects to talk to you Join the conversation
#DOvoicemail
- 15. Copyright DiscoverOrg LLC, 2014 Rule TEN(continued) Use s
Real Time Triggers to keep abreast of projects you can mention on a
call Example: Hi John, this is John Smith at Company and I see you
are implementing Windows 7. If you are like Chevron or Shell youre
probably dealing with backwards compatibility issues with your
legacy applications. We offer a server virtualization software that
will allow you to continue using legacy applications within Windows
7 even if the application is not itself compatible there. Would
Thursday at 2 or Friday at 1 work on your calendar for a quick call
to discuss? Join the conversation #DOvoicemail
- 16. Copyright DiscoverOrg LLC, 2014 TEN Use DiscoverOrgs
LinkedIn and Twitter profiles plus contact descriptions for details
you can use Work the Sphere of Influence: I just reached out to
John (the VP) and wanted to include you in the conversation. Copy
John in your email to your prospect Use DiscoverOrg to Garner
Attention from Decision Makers Target individuals based on their
Function Rank Location Other criteria Join the conversation
#DOvoicemail
- 17. Copyright DiscoverOrg LLC, 2014 Rule ELEVEN Use Voicemail
and Email Do voicemail and email within minutes of each other Doing
both provides an additional way to get in touch with you and
provides additional repetition (Rule #2) Doing both highlights your
enthusiasm for getting in touch Join the conversation
#DOvoicemail
- 18. Copyright DiscoverOrg LLC, 2014 Thank You Contact us: P:
800-914-1220 info@discoverorg.com www.discoverorg.com Join the
conversation #DOvoicemail