Heart Beat Labs Blog

The dominant caller is relatively impatient and controlling. They want information -- fast -- so they can decide and move on.

Here’s how to tell if you are working with a dominant buyer:

They typically use direct sentences declaring their intentions and ask few questions. It would sound something, like "I'm looking to switch to a 15-year fixed rate mortgage." As opposed to, "Can you tell me if I’m in a position to move to a 15-year mortgage?”

In addition to their direct language, the dominant buyer’s volume is also noticeably louder than average. You may observe that if you are exchanging emails with this buyer type, you will notice that there’s not a lot of fluff in their writing – one-word sentences and abbreviations are their norm.

When you’re communicating with the dominant buyer:

The supportive caller is someone who values personal relationships and wants to trust who they do business with. Unlike the decisive and expressive caller types, the supportive caller doesn’t make decisions easily. This is due to their need for stability and resistance to change.

Effective communication is one of the most powerful ways to resonate and connect with callers. Businesses today are allocating large budgets to technology, but it’s actually communication that trumps everything else when it comes to creating a great caller experience.

A great example of one of these superheroes is Nike. They capitalized on the VIP trend and released Nike Unlocks earlier this year. The app is built for Nike Plus members and delivers
fitness and meditation classes, mood music and augmented reality-driven encounters with in-concept products to let consumers EXPERIENCE the product.

To create trust, demonstrate high character and competence by following these three rules:

“Why did you mail me?” is a common opening question revealing that you caught the customers interest…now what? Dedicate yourself to the phone and to a process that ensures you’re prepared to answer all of your callers questions before they ask them!

Qortel uses Artificial intelligence (AI) to listen to millions of calls to and from mortgage companies. AI doesn’t need emotional cues to answer questions and provide the information that humans do. Bots are programmed to perform repetitive tasks and spit out accurate information as quickly as a human can request it. We view bots and humans as opposites, one made of wires, the other feelings, with the biggest difference being the one that makes us human….WE CARE.