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
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Voicemail webinar 7.15.2014
- 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 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. 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 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. 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. 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 isn’t 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 person’s first name at least twice in the message Avoid using a person’s 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 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. 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. 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
Notes de l'éditeur
- Picture of a stop watch? If you can’t say it briefly, don’t say it at all. Voicemail is not “story time”. Leaving a long message is an invitation to have the entire message skipped. Don’t leave information that would allow the person to make up their mind. Keep it short and simple. You want to open a dialogue not close a door. Motivate them to take notes. Add a call-to-action to your message by providing a key date or something of interest.
- 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.
- This may sound strange but if you can physiologically emote your message it will come through on their end. Project you message, deliver it standing, talk with you hands, it will come through on the voice mail.
- The best hours to leave voicemail messages are from 6:45 AM to 8:00 AM and from 4:30 PM to 6:30 PM. Aggressive people are usually working during these time periods, and the person receiving your message could potentially view you as one. Wisely use time zone changes to make as many calls as possible during the optimal voicemail periods. Messages left on a Friday afternoon are the least likely to be returned. For most people, Monday mornings are very busy and, as a result, only high–priority activities will get their immediate attention.
- Starting off with “Hi, Mr. Smith. I hear you’re in charge of buying software.” is a sure-fire way to get you message deleted. Mention the person’s first name at least twice in the message, but don’t use their last name. Doing so comes across as very impersonal.
- The way you speak is a good way of conveying your background, age, professionalism and education. 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 and change that “good” to “acceptable, pleasing, reputable, superior, valuable, etc.”
- One Two Punch – leave a voicemail and then send an email And do these within minutes of each other. Do not leave a voice mail and follow-up that afternoon with an email. Response will drop when the two are not synchronized. Adding an email companion to your voicemail will give the contact an additional way to get in touch with you and, as was mentioned in Rule Two, provide additional repetition. Sending both will show that you are very enthusiastic about getting in contact with them.