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Copyright DiscoverOrg LLC, 2014 ®
Voicemail Techniques
Eleven rules to help you get your call returned!
Hosted by: Ian Sen...
Copyright DiscoverOrg LLC, 2014 ®
Why We Are DifferentWho is DiscoverOrg
DiscoverOrg profiles key Decision Makers in IT,
F...
Copyright DiscoverOrg LLC, 2014 ®
Direct Lines The DiscoverOrg database contains over 95% Direct Dial
Phone Numbers and 98...
Copyright DiscoverOrg LLC, 2014 ®
Beware the Voice Mail Sound Trap
Yeah. . .
What to do:Never do this:
Concise
Personable
...
Copyright DiscoverOrg LLC, 2014 ®
Rule You goal is to get your call
returned, not sell your product
Keep it short. Get the...
Copyright DiscoverOrg LLC, 2014 ®
Rule TWO
Repetition, Repetition, Repetition! The key to memorization is
repetition. Not ...
Copyright DiscoverOrg LLC, 2014 ®
Rule THREE
Never say “I will call you back”
How many times have you heard someone say th...
Copyright DiscoverOrg LLC, 2014 ®
Rule FOUR
Use Body Language
“7% of the message is transferred and understood by
the actu...
Copyright DiscoverOrg LLC, 2014 ®
Rule FIVE
Write a Script
What happens if the person isn’t there?
That gives you about 3 ...
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 f...
Copyright DiscoverOrg LLC, 2014 ®
Rule SEVEN
Be Personal yet Professional
Mention the person’s first name at least twice
i...
Copyright DiscoverOrg LLC, 2014 ®
Rule EIGHT
Choose your words Wisely
Are you saying “um” or any other non-words? Are you ...
Copyright DiscoverOrg LLC, 2014 ®
Rule NINE
Pace Yourself
Shorten your message instead of talking faster
Maintain a strong...
Copyright DiscoverOrg LLC, 2014 ®
Rule TEN Do your Homework!
"I would like to introduce myself"
is NOT a reason for prospe...
Copyright DiscoverOrg LLC, 2014 ®
Rule TEN(continued)
Use ’s Real Time Triggers to keep abreast
of projects you can mentio...
Copyright DiscoverOrg LLC, 2014 ®
TEN
Use DiscoverOrg’s LinkedIn and Twitter profiles plus
contact descriptions for detail...
Copyright DiscoverOrg LLC, 2014 ®
Rule ELEVEN
Use Voicemail and Email
Do voicemail and email within minutes of each other
...
Copyright DiscoverOrg LLC, 2014 ®
Thank You
Contact us:
P: 800-914-1220
info@discoverorg.com
www.discoverorg.com
Join the ...
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Voicemail webinar 7.15.2014

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Techniques for getting your message across in 30 seconds or less. Optimize your voice mail technique:

- examples of good and bad voice mail messages
- tips for achieving voice mail success
- #DOVoicemail

Published in: Sales
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Voicemail webinar 7.15.2014

  1. 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. 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 DiscoverOrg’s 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. 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. 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. 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. 6. Copyright DiscoverOrg LLC, 2014 ® Rule TWO Repetition, Repetition, Repetition! The key to memorization is repetition. Not only that, but if they didn’t 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 didn’t 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. 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: It’s not about YOU or your PRODUCT – it’s about THEM – their problems, their pain points. “You’re a hard person to reach…” “Hey there Mr. ____, your secretary said you weren’t available so I knew you’d be the right person to talk to.” “I’d like you to call me back so we can discuss…” Join the conversation #DOvoicemail
  8. 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. 9. Copyright DiscoverOrg LLC, 2014 ® Rule FIVE Write a Script What happens if the person isn’t there? That gives you about 3 seconds to come up with a message. Are you ready? Join the conversation #DOvoicemail
  10. 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. 11. Copyright DiscoverOrg LLC, 2014 ® Rule SEVEN Be Personal yet Professional Mention the person’s first name at least twice in the message Avoid using a person’s last name Join the conversation #DOvoicemail
  12. 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. 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. 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. 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 you’re 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. 16. Copyright DiscoverOrg LLC, 2014 ® TEN Use DiscoverOrg’s 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. 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. 18. Copyright DiscoverOrg LLC, 2014 ® Thank You Contact us: P: 800-914-1220 info@discoverorg.com www.discoverorg.com Join the conversation #DOvoicemail

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