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SubscribeUnderstanding Predictive Dialer
Without excellent customer service, a business might not create new sales opportunities. Customer service is also essential for retaining existing customers. Sales representatives make calls, present a pitch to customers, listen to customer grievances, and build customer relationships. Amidst the pressure of sales calls, time management is the key to efficiency. Sales reps cannot waste time hitting buttons on a manual dialing machine.
Instead, they rely on the right technology to save time and improve efficiency. Businesses have realized the problem with time management and are searching for intelligent dialing solutions.
A predictive dialer is an outbound calling system that helps sales reps to make calls with minimal effort. A predictive dialer will rely on computer algorithms to make outbound calls. A predictive dialer will place a new call when an ongoing call is about to end.
Since it strategically places a new call, the sales rep will be free to get on a new outbound call. With the help of a predictive dialer, sales reps can respond to new calls without wasting any time. It prevents downtime and also boosts the efficiency of sales representatives.
Let us understand the importance of a predictive dialer with an example. Let us say a company has around 30 sales reps that make outbound calls. Each sales rep makes 40 outbound calls daily. If the average time taken to dial a call and wait for the customer’s response is ten seconds, all sales reps will take 12,000 seconds to dial numbers daily. It means the sales reps are wasting around 200 minutes daily dialing outbound calls.
The wasted time can be saved by deploying a predictive dialer system. A predictive dialer will save time on calls disconnected by the customer. With a predictive dialer, sales reps will not waste time on issues like busy networks.
Understanding the Role of Predictive Dialer in Boosting Sales
Many businesses have successfully augmented sales with the help of a predictive dialing system. How predictive dialer boosts sales are as follows:
1. High Integration with Lead Management Solutions
A predictive dialing system can be easily integrated with lead management software. Lead management is a cumbersome task for sales reps. To accelerate lead response, sales reps organize sales data in the CRM.
Call history is managed by sales reps. All call-related data is stored in the CRM, and sales reps have to organize it at regular intervals. Sales reps rely on lead management software to prevent the manual organization of call-related data. Lead management software will filter out ‘do not disturb’ customers who aren’t going to receive sales calls.
The lead management software will also decide the right time to call customers when they likely pick up.
The results are better when the lead management solution is integrated with a predictive dialer. The predictive dialer will take information from the lead management solution and place calls at the right time. Sales reps only have to focus on their conversational skills as other tasks are completed by the predictive dialer.
2. Assigning Calls to Different Sales Reps
Companies often struggle with assigning outbound calls to different sales reps. Often, sales reps complain of bias when it comes to outbound calls. Some sales reps might have to handle more calls than other reps because there isn’t proper management. With a predictive dialing system, calls will be assigned to free agents.
Also, there will not be any bias, and each sales rep will get an equal opportunity to make calls. A predictive dialer will start making the next call when a sales rep is about to finish the ongoing call.
A predictive dialing system will also help sales reps conveniently switch between outbound and inbound calls. Since a predictive dialer runs at all times, there is no downtime. Companies lose many sales opportunities due to downtime. Assigning calls is not the only task for a predictive dialing system.
It will also provide agents with the best time to make calls. Call analytics will be available for sales reps before getting on a new call. Gone are the days when companies assigned calls manually to sales reps. With an intelligent predictive dialer, things can be made easy for sales reps.
3. Reduction of Operational Costs
Companies are often fed up due to high operational costs. As a result, they resort to downsizing and laying off sales representatives. Companies believe that they have to spend more on managing different sales reps. A large team of sales reps will create more sales opportunities.
However, companies are hesitant to spend more on managing call logs. Usually, companies rely on a manual operator to manage call logs. Some companies also rely on expensive PBX systems for internal and external communication. With a predictive dialer, you don’t have to install a costly PBX system or hire operators to manage call logs.
It is crucial to note that the call abandonment rates will decrease significantly by using a predictive dialer. For the same rationale, a predictive dialer will offer a high return on investment. Companies do not have to compromise on the size of their sales team.
They can hire many sales reps and manage them efficiently with a predictive dialer. The costs saved on different calling systems can be used to create better sales opportunities.
4. Boost the Productivity of Sales Reps
Companies with sales reps that aren’t happy with the administration might not augment sales. Sales reps often complain of being put under the radar and forced to bring more sales opportunities. A predictive dialing system will help boost the efficiency of sales reps working in a team. Sales reps are fed up with manually dialing numbers and taking no from customers.
A predictive dialing solution will ensure that sales reps are provided with an equal number of calls. When sales reps have access to call history, estimated call duration, and other information, they will be more productive. Productive sales reps will work hard to bring more sales to the table.
Not to forget, sales reps will work in a healthy environment where they don’t have to perform cumbersome tasks manually.
5. Speed Dialing with Predictive Dialer
Predictive dialer has already revolutionized the way outbound calls used to work. Sales reps can now make more calls and look for sales opportunities in less time. A company can reach a large target audience with a predictive dialing system. How speed-dialing with a predictive dialer boosts sales is as follows:
- Sales reps do not have to manually punch numbers and can utilize the time to make more calls
- Sales reps will only call those numbers that are likely to be converted
- Sales reps can connect with high-priority leads first to build better customer relations
Key Takeaway
With the growing number of customers, sales reps must have the right tools. With a predictive dialer, sales reps can make outbound calls faster. Sales reps can also respond to inbound calls and increase upselling opportunities. Install a predictive dialing system right away!
