Prospecting Wake Up Call: People Judge You at Hello

auto dialer first hello

The Importance of First Hello Technology: Any experienced real estate prospector knows that even a few moments of awkward silence at the beginning of a call using an auto dialer can kill your chances of landing a new customer.

 

 

Remember that famous “You Had Me at Hello” scene in that Tom Cruise and Renee Zellweger movie, “Jerry Maguire?”

It turns out that those lovebirds were unintentionally sharing critical advice to real estate agents who depend on prospecting for new clients.

A new study by Glasgow University in Scotland and Princeton University have determined that it takes only 500 milliseconds (or a half-second) to make a positive or negative impression on the telephone. Researchers have found that people will judge how trustworthy you are — whether you are worth their time — within the first syllable of the word “Hello.”

According to the London Daily Mail, researchers played recordings of different voices saying “hello” and asked study participants to rank them on 10 personality traits including trustworthiness, dominance, attractiveness and warmth.

From the Daily Mail:

“The study found that males who raised their tone and women who alternated the pitch of their voices are seen as more trustworthy.

Dominance is partly indicated by lowering the pitch, but more so by changes in ‘formant dispersion’, which are adjustments of your voice caused by the structure of your throat.

The fact that the human mind is capable of coming to these conclusions so quickly and irrespective of visual cues implies that this is an ability that may have evolved in our recent history when decisions on who to trust and approach were crucial to our species’ survival.”

 

Researchers say their results may influence how businesses approach communicating with strangers who are not face to face, even in the situation of a train conductor making announcements to passengers over a loud speaker. Of course, the implications for anyone who makes sales calls are tremendous.

People decide whether they want to listen to you within the first

People decide whether they want to listen to you within the first 500 milliseconds of hearing your voice!

While it might be common sense that using an upbeat tone of voice versus a deep authoritative one is more friendly and engaging, there may be other factors determining how you are judged that are not immediately obvious.

Some popular auto dialers on the market today have a brief but awkward delay between the moment a person picks up the phone till they hear your friendly voice. From the other end of the phone line, that silence is considered annoying and instantly telegraphs this undesirable message: “I am being called/bothered by a robot.”

In the words of New York real estate broker Ray Cooper — whom we recently featured for his success using a treadmill desk for prospecting — those technical lags in your daily calls should be unacceptable.

“That One-Mississippi delay throws everything out of synch,” he revealed. “If I’m going to dance with you for the first time, I want to make sure that I’m not stepping on your toes.”

Mojo’s Triple Line Power Dialer makes sure that real estate agents aren’t stepping on potential customers’ toes. Homeowners hear your voice the instant they pick up the phone.

Mojo first pioneered “First Hello” technology in the power dialer market. In fact, we’re the only copper-line, analog multi-line power dialer on the market today — maximizing your prospecting efficiency with up to 300 dials per hour while helping you make the absolute best first impression.

As for how you say “Hello,” that’s totally up to you!

(Learn more about how Mojo can help you talk with more prospects, better nurture your leads, stay organized and be more productive!)

 

 

Overcoming Call Reluctance: Advice for Pushing Aside Those Telemarketing Fears of Rejection

doubt-fear

Confidence Boost: Sales is a pure numbers game. Rejection is just part of the formula.

What are you afraid of?  Everybody’s scared of something.

The fear of heights is called Acrophobia.

Fear of spiders is called Arachnophobia.

The irrational fear of the number 13 is called Triskaidekaphobia.

And fear of getting the phone slammed in your face is called “Call Reluctance.”

Web designer John Petrowski, owner of The Website Shoppe, has logged countless thousands of cold calls over the years using the Mojo Dialer. (He used to be a health insurance sales whiz and recently shared his experiences using the Mojo Triple Line Power Dialer.)

Petrowski says it’s now time to dispel the “Myth of the Telemarketer.”

“So the fear is that people will yell at you, they’ll scream at you and they’ll spit at you,” he says. “Maybe that will happen once a year. It’s never ever happened to me. If a local business owner wants to get their name out there, they might not be interested in your (B2B) service. But they are not going to yell at you.”

Whether you are a rookie or a veteran of phone sales, here are some tips that are worth considering:

JOHN PETROWSKI’S TIPS FOR MAKING PAIN-FREE COLD CALLS AND OVERCOMING CALL RELUCTANCE

1. Don’t Pretend to Be a Prospect’s Best Friend — Everyone’s suspicious of the too-eager-to-please car salesman who calls you “buddy” or “big guy” like you went to high school together. Don’t be that guy. Even saying “How are you doing today?” sounds disingenuous. The prospect knows you are a telemarketer. Pretending to be a friend is a turnoff. Just saying “Hi, I’m John from The Website Shoppe and the reason I am calling is that I noticed…” makes a huge difference.

2. Try to Talk to the Decision Maker — If you are making B2B calls, don’t waste your time calling banks, doctors, dentists or attorneys. Those are the businesses most likely to be answered by a gatekeeper. The gatekeeper’s job is to NOT patch you through. Don’t waste your time.

3. Almost All Your Fear is in Picking Up the Phone — Being nervous before starting your calls is normal. It’s the stage fright of our industry. But once your Mojo system starts dialing numbers and you start talking to people, it becomes routine and feels natural.

4. Don’t Use Other People’s Scripts Verbatim — If you don’t feel good about your script, don’t use it. Personalize it. Modify it to reflect how you would normally talk to somebody in a conversation.

5. Be Patient When Perfecting Your Script — Most people are willing to throw in the towel after three hours of calls. It takes at least five hours on the phone to develop a pitch you feel comfortable with. Change and adapt your approach based on how people respond to you. Try out a few different scripts to see which ones resonate the best.

6. Don’t Go For The Kill on the First Call — You think someone is going to buy a health plan right then and there based on a 30-second pitch? The purpose of my calls is to get my information in front of them. The interested people will always pipe up.

7. Forget About Being “Strong” on the Phone — Salespeople are often taught that you can’t take no for an answer. Actually, you can. No means “no” and it’s time to move on to the next call. If someone taught me I was weak, I would say, “Why should I be wasting my time on someone who says no when there are thousands of people out there who may desperately need what I am offering.”

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How about you, Mojo users?  What tips do you have to share with your fellow prospectors and phone sales professionals?

(Get a quick overview of how the Mojo system can help boost your sales confidence and productivity. Visit the Mojo YouTube Channel today!)

Beyond Insurance & Real Estate: Web Designer Empowered By the Mojo Dialer

Prospecting is prospecting. Leads are leads. Cold calls are cold calls.

So when veteran independent insurance broker John Petrowski recently decided to take a 180-degree career turn and devote himself completely to web design services, it’s not surprising that he chose to stick with the same sales productivity tools.

Petrowski, who runs The Website Shoppe out of his South Carolina home, had long relied on the Mojo Triple Line Power Dialer to log 250-300 calls an hour to sell health insurance. As the founder of the Independent Health Insurance Agent Association (IHIAA), he shared his Mojo Math with us back in 2011, noting that he used to only be able to manually dial 40 prospects an hour. “I no longer have to spend half a week on the phone to land one deal,” he explained.

But drastic changes in the commission structure, enacted by the Affordable Care Act, motivated him to leave the health insurance field and devote all his efforts to his side business. Initially, Petrowski had helped mostly fellow insurance brokers upgrade their websites, but now he caters to all small business owners (four employees or less), including restaurants, beauty salons, florists, opticians, creative professionals and consultants.

“Cold calling is by far the most effective way to target small businesses,” says Petrowski. “If I could succeed with selling insurance, I was sure I could do it with websites. So far, it’s been working tremendously well. Many small businesses still have these ancient GeoCities websites from 15 years ago. And they’re not mobile or tablet friendly. They’re losing a lot of traffic and a lot of customers without even realizing it.”

Petrowski’s niche is designing WordPress themes — customizing layout, logos, colors, headers, graphics, etc. — so that businesses aren’t using cheap-looking, cookie-cutter sites. His major pitch is affordability, offering most design packages for $600-$800 with an average $1,200 rate for e-commerce sites.

“Most of my competitors advertise as if they were based in the United States or are U.S. companies that farm the work out to affiliates overseas,” he says. “They typically charge $2,500, pay about $300 for labor, and keep the rest.”

“Many clients want to meet with me face-t0-face because they have been burned in the past by their web designers. When you say you are local, it matters,” Petrowski adds.

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John Petrowski believes his web design clients prefer to do business with a local company versus dealing with a company based overseas.

As a one-person operation, The Website Shoppe does not have the luxury of having a huge marketing budget for outreach and advertising. Growing and sustaining the business means making cold calls, period.

“People think that when you run your own small business that your phone rings. It doesn’t. You have to call your customers,” he says. “And it’s easy to get clients from cold calling, believe it or not. I like working from home and being with my family. I’m a very independent thinker. I’m not a corporate person. I’d rather not have 3 or 4 people working over me.”

Petrowski started using the Mojo Triple Line Dialer back in 2007 after becoming extremely frustrated with the quality of the leads he was buying at $7 to $8 a pop. They were shared leads, meaning that he had to be the first to make the call.

“It used to be that 75 percent of the people I dialed would answer the phone and were real. It eventually dwindled down to where only 5 percent would pick up. Now if you buy 100 leads today, you’ll only get that same 5 percent. More customers are putting in their real email addresses and fake phone numbers when they visit a website now. I’d say that 70-80 percent of commercially available leads are completely fake,” he says.

When he was still in the insurance business, Petrowski would pay telemarketers $10 an hour to mine exclusive leads for him. With the help of the Mojo dialer, tripling the amount of their calls, his exclusive leads cost $5 each instead of $8 for a shared one.  A meticulous keeper of records, Petrowski used to share his call and sales date on his personal blog.

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The Website Shoppe’s clients range across all small businesses.

Based on the lessons of his health insurance sales days, Petrowski now generates all his leads for free through ReferenceUSA.com, a service he accesses through his local public library. The “premier source of business and residential information for reference and research” requires that you enter your library card number through your library’s website. (Ask the reference desk at your library if they subscribe to the service.)

Petrowski uses ReferenceUSA to download all the small business listings in a particular town, filtered by business type, state and zip codes. Then he scrubs the list of all chain-stores, banks, supermarkets and doctor’s offices — places where is unlikely to get the chief decision maker on the phone. He then imports those cold leads into Mojo.

“Mojo is a very simple, user-friendly dialer,” says Petrowski. “And now that everything is web based, you can make calls from every computer instead of installing the software each time. You can go online and make calls from anywhere.”

“Everyone needs a marketing plan,” he adds. “If you’re one guy working out of your house, you don’t have the luxury of spending thousands of dollars on advertising and waiting for your phone to ring. For a very reasonable cost, you can pretty much control your own destiny.”

(Interested in redesigning your website? Check out The Website Shoppe. To learn more about the Mojo Dialer, watch our full demo video.)

Power Dial Your Way to Stress Relief and Triple Your Productivity

The Mojo Dialer relieves stress

 

Although it’s not often you see “movie reviews” for one minute promotional videos about boosting sales productivity, please humor me. The acting and cinematography in our Mojo Dialer animated shorts will give you cravings for buttered popcorn.

Jane, pictured above, is a phone “sales genius,” who makes a living from prospecting.

At first, she was frantically dialing her leads by hand, sending her “thumb mileage through the roof” and certainly increasing her risk of carpal tunnel syndrome. You can just see the anxiety spilling out of Jane’s eyes in the opening scene.

If you are in the groove and interruptions are kept to a minimum, making calls the old fashioned way results in up to 30 calls/hour and talking with three live people (on average, getting 10 percent of the leads to pick up the phone is considered the norm).

The endless ringing, hang-ups, wrong numbers and fax machines (yeah, they still answer) are enough to drive anyone batty — and Jane’s no exception. She’s starting to hear phantom rings and begins to hallucinate.

Even her dog is stressed out!

Triple your productivity with the Mojo Dialer

But when Jane tries out the Mojo Power Dialer, her fortunes quickly reverse.

With the Mojo Single Line Power Dialer, she is able to make 90 calls per hour and talk with an average of 9 prospective clients, tripling her previous productivity.

But leveraging the Mojo Triple Line Power Dialer, she can triple those tripled results! Now, we’re talking up to 270 calls per hour and up to 27 real pitch opportunities to prospects.

No matter how your Mojo Math shakes out, odds are that you’ll get more results in less time.

Sales per hour on the phone

Let’s say hypothetically that you’re able to close on 10 percent of your prospects. That would leave you with almost 3 sales an hour on average. Of course, sales results do not rigidly follow any formula. The real point here is that more calls = more prospects = more chances to close the deal.

The beauty of the Mojo Power Dialer is that you only spend time with people who pick up the phone AND with our “First Hello” technology, you get connected the moment a human voice is detected. No more annoying delays that frustrate the prospect and cause him or her to immediately hang up.

Needless to say, now Jane’s life is a lot less stressful. And using “Mojo On the Go” on her iPad, she can make those autodialed calls pretty much from anywhere. Not a shabby looking office, huh?

Mojo Power Dialer-beach

(Check out the full Mojo Dialer adventures of Jane or see a video demo of the Triple Line Power Dialer in action!) Also, check out how Mojo compares to the competition!

Saving Underwater Homes: How will the White House foreclosure plan affect Realtors?

Republicans and Democrats are pointing fingers as to who's to blame for the nation's foreclosure crisis.

We here at Mojo Selling Solutions don’t wear our politics on our sleeves. It’s not just because our office is a harmonious blend of folks across the ideological spectrum. It’s all about the fact that the telephone sales gods don’t care if the prospect is Democrat, Republican, or Independent.

Nevertheless, we can’t ignore what happens at the White House or Capitol Hill. With the housing market so critical to our economy, every minor burp from Washington matters.

President Barack Obama just announced new changes in the mortgage refinance laws aimed at helping struggling homeowners get more affordable interest rates even if they are underwater borrowers.

The President revealed his plans in a speech in Nevada, one of the most badly bruised states in the recession. An estimated one out of every 118 homes there filed for foreclosure in September. On a pure humanity level, foreclosures ruin lives and dreams. On a Machiavellian level, they ruin neighbors’ property levels.

And on a macroeconomic level, foreclosures hurt America because people without homes or jobs not only can’t buy things, they are also more likely to turn to desperate measures.

Federal changes to the Home Affordable Refinance Program (HARP) will now allow homeowners to borrow up to 125 percent of their property’s value at a lower interest rate — instantly saving them thousands each year. HARP was supposed to expire in mid-2012, but it will be extended until the last day of 2013.

What do you think of the changes to the HARP program?

The Los Angeles Times reports that the current momentum of foreclosures will be tough to slow down.

Consider:

“In the three months that ended Sept. 30, notices of default, the first formal step in the foreclosure process, jumped nearly 26% from the previous quarter, according to DataQuick, a San Diego real estate information service.

Additionally, a likely national settlement over complaints about banks filing faulty paperwork to take back homes should clear the way for an additional 400,000 foreclosures in coming months, according to Moody’s Analytics, an economics research firm.

Moody’s predicts that foreclosures will rise next year to a record 1.5 million, or a hefty 30% of all sales of previously owned homes.”

Meanwhile, President Obama’s critics charge that his sudden interest in Nevada stems from his election strategy for 2012. Glenn Cook, a conservative Las Vegas Review-Journal columnist, dismissed the new plan as “more taxpayer-backed swag.”

Nonsense, says the Philadelphia Inquirer, it’s better to do something than nothing and rescued homeowners would potentially save $2,500 a year — affecting up to 2 million American families. Those numbers translate to an increase of between $2.5 billion to $7.5 billion in consumer spending each year, the newspaper claims.

So who’s right?

You tell us.  We’re not interested in hearing political rants of any persuasion.

Candidly tell us what really matters. How does the foreclosure rate impact the short-term and long-term real estate market in your community?

(Real estate, insurance and mortgage professionals depend on Mojo for productivity-boosting solutions. Mojo’s Triple Line Power Dialer allows you to contact up to 300 Expired, FSBO and Just Listed/Just Sold leads per hour.)