Posts Tagged ‘telemarketing tips’

« Older Entries

The Rover Auto Dialer License Has Landed at Mojo

Thursday, March 7th, 2013
Auto Dialer

The Opportunity Rover landing on Mars. Unlike the Rover shown in this picture, Mojo’s Auto Dialer Rover license doesn’t require a degree in rocket science but it sure does open the door to a lot of opportunities!

 

With the launch of our web-based platform comes a new licensing structure sure to please any company looking to use the Mojo Auto Dialer in their businesses. Whether you are a single user, a team of individual sales agents or a call-center, our new licensing structure has some major advantages over the competition.

For years, our auto dialer licenses had been unique to each agent login. Meaning, if you wanted 5 agents to use our auto dialer, you needed to purchase 5 unique dialing licenses. For many companies, this was a good fit because their needs required that the 5 agent logins be able to dial at the same time. However, a growing amount of companies, looking to save money, began looking for the ability to have multiple agents on an account, staggering the use of a few auto dialer licenses. This need helped give birth to Mojo’s Rover Auto Dialing license.

Sharing a dialing license between agents is not that uncommon at Mojo, but it did come with its fair share of complexities. First, because the license was unique to an agent login, having more than one person using a agent login/license  meant that the dialing reporting was not accurate. Manager’s did not have an easy way to determine which person was using the license at the time of the reporting. Additionally, by sharing a license intended to be used by one agent, agents setting appointments or creating hot leads were not able to work their leads efficiently as their hot leads and appointments were mixed in with whomever they were sharing the license with.

‘Mojo’s new Auto Dialer license structure encourages both the sharing of dialing licenses between agents and call center shift work’

 

But that was then… Today, we offer the rover license and the ability for account owners to either dedicate auto dialer licenses to an individual agent OR leave it wide open so that many agents can share it among each other.

Let’s take a look at a real life example:

Auto dialer and Jim the RealtorMeet Jim! Jim owns a Real Estate firm that utilizes appointment setters for their just listed/just sold campaigns and internet buyer leads. His appointment setters work for his licensed real estate agents, setting listing appointments throughout the day and distributing them to his real estate agents. Let’s say Jim has 5 part-time appointment setters  in his office and 8 full-time real estate agents.  He runs two shifts for his appointment setters, 3 agents from 9am-1pm and the other 2 from 1pm-5pm.  His 8 real estate agents are in the office throughout the day but mostly work from home offices and on the go. With our new auto dialer license structure, Jim is going to get a ton of value and give his appointment setters and real estate agents the flexibility and tools they require to be successful.

‘Mojo’s Rover Auto Dialer license is a force multiplier for brokers and owner that have sales teams, here is how Jim decided set up the Mojo Dialer system for success!’

13 $10 Lead Management Licenses

Jim requires all of his appointment setters and real estate agents to have access to the company Mojo account. They need to read and write hot notes on prospective clients, see their appointments and to-do’s and they need the ability to call out using the Mojo Auto Dialer.

3 $139 Triple Line Dialing License (Rover Enabled)

Jim’s appointment setters need to be as efficient as possible, therefore, he needs his appointment setters blazing away at up to 300 calls per hour over Mojo’s copper-based auto dialer system.  Although he has a total of 5 appointment setters, he only needs 3 triple line auto dialer licenses because they can be shared and he only ever needs 3 dialing at the same time. Jim saves a TON of money here and Jim LOVES saving money.

1 $89 Single Line Dialing License (Rover Enabled)

Jim requires that his 8 real estate agents touch their past clients once a quarter and wants to make sure they have as many conversations with them as possible. For this, he purchases a single line auto dialer license to be shared between his 8 real estate agents. He has them communicate when they will be using it so they all get their time in.

With the above scenario, Jim has an office that completes the sales process from start to finish as economically and efficiently as possible. His appointment setters are making a high volume of calls and setting appointments for his real estate agents. His real estate agents are receiving their appointments in Mojo and following them up with click to call and email, ultimately acquiring new listings and closing more deals. They are touching their past clients on schedule and getting more referrals than ever.

All this for only $636 per month. Easily the best return on investment Jim will make this year which is exactly why we are very excited about bringing our new Rover Auto Dialer licenses to market!

For more information, give us a call at 877-859-6656 or get your Mojo Auto Dialer today by signing up here!

Tags: , , , , , , , ,
Posted in Features | No Comments »

How to hang tough on cold calls like a boxer

Tuesday, August 16th, 2011

The late great undefeated heavyweight champion Rocky Marciano (the guy NOT on the ropes) demonstrates the kind of toughness you need to hang in with a reluctant prospect.

Brockton, Massachusetts calls itself the “City of Champions” because it was the home of boxing greats Rocky Marciano and Marvin Hagler.

It’s also the turf of Keller Williams real estate agent Deric Lipski, a Mojo user and salesman who describes his prospecting calls with the hyperbolic language of a ring announcer.  Consider the title of his most recent YouTube video, a sample of his phone rapping skills for other agents to observe and learn:

Deric Lipski vs. a Really Tough Expired Cold Call LIVE!!!

Yes, you can almost hear the announcer echoing throughout a packed arena.

Keller Williams real estate agent Deric Lipski wants you to know that he literally stands behind his name!

In the video, in which we think Deric kind of resembles Adam Sandler if he were to star in a real estate prospecting comedy, the agent records a real call where he has reached a frustrated homeowner who has taken his unsold house off the market.

The prospect, a married Massachusetts man named Jim, is reached on his cell phone in his car. Jim tells Deric right away that he is sick of taking calls from annoying real estate agents hovering over his expired listing like vultures.

Deric is unfazed.  In a confident, conversational tone, the Realtor keeps talking. He asks Jim about his previous agent and why he thought that person failed to close the deal. “Most good homes don’t sell the first or second time around,” he says. “You said that your wife picked the first agent?  Is it fair to say it’s now your turn to pick the agent?”

Jim says he wants to get off the phone. He repeatedly says he doesn’t like to talk on his cell while he’s driving. He says he needs to talk to his wife before even considering putting his $475,000 house back on the market. During three or four times in the conversation, it seems certain that Jim will hang up.

But he doesn’t. The conversation lasts an astounding 10 minutes 53 seconds and it looks likely that Deric will land an appointment to go to the home and discuss strategies for making the property more appealing to prospective buyers.

The license plate of a confident Realtor.

Deric hones in on Jim’s motivation to sell in the first place and learns he and his wife dream of moving to North Carolina for a more relaxed retirement. The pace is less stressful than maniacal New England, there’s no snow and the cost of living is much lower.

Hoping to set the stage for a price reduction, Deric suggests that the lifetime goals of relocating to North Carolina are much more important than a few thousand dollars sacrificed during bad market conditions.  Will the sales pitch succeed?  Will Deric sign up Jim and live up to his nickname “Mr. Sold?”

We don’t know.  But what we do know is that this phone call is a beautiful example of how to deal with call reluctance.

Yes, prospects get tired of “people like you” calling them all time. So don’t be like them.  Focus on what they care about and your commission will follow.

Every agent has their own personality and style, but it’s very likely you’ll pick up a few tips by watching Deric’s demo:

Tags: , , , , , , , , , , ,
Posted in Prospecting Tips and Tricks, Realtor Prospecting | 5 Comments »

Mojo’s new Lead Alert Service helps you avoid getting “turtled!”

Tuesday, June 22nd, 2010
When potential customers get bombarded with information overload, they will retreat into their shell to block out any additional sources.

When potential customers get bombarded with information overload, they will retreat into their shell to block out any additional sources.

My son, who just started Little League, is still getting used to the idea that baseball is a game of urgency.

It’s vital to sprint to first base before the ball gets there instead of a casual stroll. It’s kinda important to take the ball out of your glove and throw it to the appropriate base without taking the time to admire the cloud formations. Hey, he’s getting the hang of it!

Of course, in the sales world, taking your sweet time to respond to an Internet lead is like hanging a signboard around your neck that reads “PLEASE BRING YOUR BUSINESS ELSEWHERE.”

Here’s the reality about consumer behavior and this definitely applies to me when I am looking to connect with a new business for landscaping, plumbing, pest control, mortgages, home renovations, appliance repair and basically anything else I blow my paycheck on…. The first few companies to call me back are the ONLY ones who have a chance at my business. And if the first one to return my call or email gives me a reasonable quote, I’m taking it.

Here’s why. I hate shopping. A lot of guys hate shopping. Sure, I want the best price, but I am not going to spend a week playing phone tag to save 10 bucks. During holiday time at the shopping mall, I’m the guy who just parks far away from the get-go. I hate the idea of circling around a lot for 30 minutes looking for a parking space.

The marketing experts call this phenomenon “turtling.” After getting a few quotes from businesses, the savvy consumer will check out the Website or some references/testimonials and figure out which price is the best bang for the buck. Once the process has begun, and another business calls back a day or two later, it may as well be a bride or groom showing up eight hours late to their own wedding. Sealing the deal with you will be a tough sell after you’ve already “married” or liked the “proposal” from the competition.

Back to the turtle metaphor!  The customer will retreat into his or her shell and block out any additional information once they feel they have enough to choose from. In fact, they will even start to be annoyed when the phone rings from another company if they have already made up their mind.

So you gotta be first to call them back.

Here’s how Mojo can help!

Mojo's Lead Alert Service will contact you at up to three phone numbers (home, work, cell) the moment you get a new Internet lead!

Mojo's Lead Alert Service will contact you at up to three phone numbers (home, work, cell) the moment you get a new Internet lead!

When a potential customer fills out the contact form on your Website or at a referral Website, Mojo’s Lead Alert Service immediately calls you at up to three numbers (work, cell and home). You answer Mojo’s call and press “1″ to be connected to the prospect. Your call and lead’s contact information will also be automatically entered into Mojo’s lead management database.

Should you get an answering machine or if there is no answer, Lead Alert will contact you at preset intervals to still give you a shot at reaching them first. Remember, you can’t run casually to first base — and you can’t get information to a potential client who can’t hear you inside their shell.

Here’s something else that makes life a heckuva lot easier for sales reps.  At the same time you receive a text message notifying you about an Internet lead’s inquiry and their background information, your prospect will receive a text message announcing: “Hi, My name is ________ with So-and-So Company. Thanks for contacting us!  I am your assigned agent for your recent Internet inquiry.  I will be calling you in a few minutes to discuss your inquiry with you.”

Because they are the ones who initiated contact with you, AND you gave them a courtesy heads up that you would be calling, they are going to be far more welcoming when they answer the phone.  Remember, the customer is likely calling three or four or more places cold and we can’t assume they will immediately recognize your name.  This special Lead Alert feature gives you a leg up for being well received by the customer.

Best part of all, our Lead Alert Service will soon be included free with the Mojo Sales Engine!

Don’t let yourself be turtled ever again!

Tags: , , , , , ,
Posted in Features, Hot Tips, Insurance Agents, Prospecting Tips and Tricks | 1 Comment »

Introducing Mojo Voice – your new personal secretary for inbound marketing

Friday, June 11th, 2010
Mojo Voice is like having your own personal secretary!

Mojo Voice is like having your own personal secretary!

If you’re running a successful business, chances are you have not put all your marketing apples in one basket.

In addition to prospecting for leads with outgoing phone calls, you likely have several other avenues to spread the word: brochures, face-to-face networking events, advertisements, Web site, blogs, etc. For those delightful occasions when people are knocking on your door, you naturally want to be there to answer it.

Now, no matter whether you are on a sales call, on the golf course or in the bathroom, Mojo has a tool for you to make sure your response is as swift and professional as possible.

It’s called Mojo Voice, and it’s the next best thing to a personal secretary who’s available 24/7.

When someone calls you, Mojo Voice will try to locate you at up to three additional phone numbers (office, cell and home — or anywhere you wish) and the caller will believe you have been reached at your desk. Or, if you choose the Domino setting, the caller will receive messages indicating they are being connected to second or third phone number. The message: Their call is your priority and you will stop what you are doing if possible to take care of their needs.

Best of all, if the incoming caller has already been in conversations with you, you’ll instantly be sent a text message indicating their customer history so you can personalize the discussion. If they are not already in your Mojo database, the call will automatically be cross-referenced with the white pages and their name and number will be entered into your prospective leads.

It doesn’t matter if consumers are shopping for roses, insurance or electronic widgets, if no one answers the phone, they’ll just hang up and move on to the next business they found on Google. Even if you can’t answer the phone at that moment, Mojo Voice keeps you in the game. Mojo instinctively captures and logs the phone number in your lead management program.

And the caller will be invited to record a voicemail, which will be immediately emailed to you or an assistant.

If a potential customer is calling you cold, you know they are calling some of your competitors cold, too. At this stage, if there is not a drastic variable in price or services, the winner is the first business to reply to their call.

mojo-voice

As a bonus, all users of Mojo Voice will receive free local phone numbers for your marketing needs. These local numbers will pop up on caller ID, making it more likely the prospect will pick up the phone. Also, the numbers can be used on all your marketing literature and Web pages. If you are licensed for real estate or insurance in multiple states, people are far more likely to respond to the local contact.

Mojo Voice is now in its Beta testing phase.  Drop us a line and let’s chat how you can be one of the first businesses to integrate our personal secretary into your Mojo lead management system!

Tags: , , , , , , , , ,
Posted in Features, Hot Tips, Insurance Agents, Prospecting Tips and Tricks, Realtors | No Comments »

Insurance sales star: “The Mojo Dialer replaced my entire call center!”

Tuesday, May 11th, 2010

ethan-selph

Over the years, Utah’s Ethan Selph has sold satellite dishes, cable TV packages, security systems, water filters and prepaid legal services on the phone.

Today, he’s one of the rising stars in the health insurance industry, sharing advice to other sales people how to maximize their chat time. To Selph, it doesn’t matter what you are selling as long as you don’t come across as the stereotypical sales guy.

“Don’t sound like a total marketer,” he suggests. “I don’t even mention the name of my company. I say, ‘Hey, it’s Ethan’ instead of trying to come across as some big corporation. I try to sound like the Joe down the street.”

Another tip to project confidence: Don’t think of yourself as “bothering” or “interrupting” the people on your prospect list.

“There are a lot of people out there who NEED your help, people who WANT to talk to you,” he says. “Everyone wants to save money. My philosophy is that every client is worth $20,000. My goal is to make a thousand dollars a year for 20 years. I want to service them for life.”

“Even with all the fuss over health care reform, the business really hasn’t shifted around much. Health insurance is a necessity. It’s not like going on vacation to Hawaii or going out to eat, the things that get cut back first.”

Selph swears by the Mojo Triple Line Power Dialer, which he has been using for the past 10 months. Before implementing the Mojo dialer, he hired a telemarketing call center to do the dialing for him. The call center was charging $10 a transfer and Selph was spending between $600 to $800 a week for the privilege to continuously talk with live human beings.

That’s now $800 more in his pocket each week thanks to the Mojo Dialer and its 3 line power, which ensures that you’ll never hear a busy signal, fax machine pitch or manually leave time sucking  answering machine messages again while you are on your sales shift.

“It’s totally revolutionized my whole business,” Selph says. “If I didn’t have the Mojo Dialer, I’d really be up the creek.”

In addition to the money saved from not using a call center, the Mojo Dialer has also totally eliminated Selph’s need to buy additional leads. Having built up a critical mass of 5,000 prospects, he now devotes each day’s 100-200 live calls exclusively to insurance renewals. Business is so brisk, he doesn’t even need to bother to tap into new leads, which were costing him a steep $16 each!

Given that insurance companies typically lure customers in with low introductory rates and seldom lower them the following year, it makes sense to check in on active clients at least once every six months.

Before using the Mojo Dialer, Selph did not have enough time to even call all his renewal prospects within his window of opportunity.

“I was losing accounts,” he recalls. “After 9 to 12 months, they’d just switch insurance companies without me. And once you lose somebody, it’s tough to get them back. Basically, the Mojo Dialer has tripled my business.”

And the increase in sales meant hiring three people to work out of unfinished basement and eventually moving everyone to an office near the University of Utah to take advantage of the college labor pool.

Selph said he has previously tried two other auto dialers, but was either unsatisfied by its slow pace (one call at a time) or the response time to his customer service calls rerouted to overseas call centers.

“With Mojo Technical Support, I can usually get someone on the chatline within two or three minutes,” he says.

Given our occasional role as frustrated consumers in our own personal lives, we can think of no greater testimonial.

One last tip from Selph: Set your Mojo Dialer at six rings instead of three rings. Give your prospective customers a chance to get to the phone without sprinting for it!

“I used to get a lot of calls back right away, saying WHO’S THIS?” he says. “I’m now getting a hold of a lot more people the first time.”

(Click here to find out more on why Mojo lead management software and power dialer technology is ideally suited for the competitive insurance industry.)

Tags: , , , , , , , ,
Posted in Hot Tips, Insurance Agents, Power Dialer Technology, Prospecting 101 | 7 Comments »

« Older Entries
copyright © 2012. Mojo Selling Solutions LLC