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 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. 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 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. 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. 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 isnt 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 persons first name at least twice in the message Avoid using a persons 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 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. 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. 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