In today’s increasingly competitive marketplace, companies are constantly challenged to find the best means to attract new customers and maintain the loyalty of their current ones. A major focus for corporations is sales acceleration, or the process of increasing the speed, and also the efficiency and consistency, of the sales process. Whereas business in the past was heavily conducted as outside sales—the more traditional method of traveling to meet with potential customers in person—the Internet and ensuing technological developments including CRM software, videoconferencing, and the advent of social media propelled business into a new era of inside sales, or the practice of conducting remote sales with the aforementioned technologies and beyond.
One of the modern technologies key to driving sales acceleration via contact centers is a predictive dialing solution. The solution is an automated service which, through a complex set of algorithms, dials phone numbers at optimized times while automatically filtering out answering and fax machines, busy signals, and disconnected calls to enable live calls as quickly as possible. The solution is specifically ideal for driving sales acceleration for three main reasons:
Agents experience greater productivity. With a predictive dialer, agents do not need to look at phone number lists and manually dial customers. Agents also experience less idle time as a predictive dialer automatically determines the best times to call. It further predicts when a current call will be finished while already dialing the next number, therefore fueling agent efficiency. By bypassing disconnected or unavailable phone lines as well as fax machines, agents are always connected quickly to the customers who are most likely to welcome such calls at the most preferential times. In addition, predictive dialers that incorporate lead management software can effectively organize lead data, sales information, customer history, and customer contact information and automatically feed this data to agents. Such software may also feature call logging, callback rules, call recording, and other automated processes which can save agents’ time and free them to focus on connecting to the biggest leads and closing sales quickly and efficiently. Prime call times are automatically determined, and predictive dialing software can further filter out any “do not call” numbers, fax lines, or answering machines to guarantee direct access to the right customers at the right times.
Companies reap greater profits. A predictive dialer can greatly reduce operational costs as agents place fewer outbound calls—an expensive channel for contact centers. In addition, fewer agents are needed to handle those calls. While cutting costs is one major benefit of a predictive dialer, sales are also accelerated. Many studies have shown that sales can be at least doubled with the use of a predictive dialer as the right customers who are most receptive to purchase are contacted and dead time for contact center agents is essentially eliminated.
Companies and customers are satisfied. Contact center agents and managers save time and experience greater satisfaction from the enhanced efficiency of a predictive dialer, with agents especially benefiting from the efficient, confidence-boosting process of contacting only the strongest leads. From the customer’s perspective, the solution is designed to contact customers at a time that is most convenient for them with fewer calls overall. Customers won’t feel hassled and may actually welcome these calls, knowing that the business cares about respecting their time and preferences and is eager to share products and services that are well-suited to customer needs.
Among the many digital tools available to brands nowadays for optimized sales acceleration, predictive dialers are ideal for contact center efficiency, tremendous cost-saving benefits, and the overall satisfaction of customers who can offer long-term loyalty. Learn about Vocalcom predictive dialer software solutions for sales acceleration.
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