If you’ve been avoiding automated call system software, maybe it’s because no one has told you how much easier and more lucrative it will make your job.
We’ll admit it. Automated call system software might not be the hot topic at your next cocktail party. We’re pretty sure you won’t hear much about it on the nightly news, and it’s doubtful anyone running for public office will mention it. But get a few sales professionals together, and there’s a good chance it’s on everyone’s mind.
Why? Automated call system software just helps you make sales calls, right? What’s to think about? Technology changes, and today’s systems are far more advanced than those of even a few years ago. Even the way you make calls has changed, so it’s only natural that the software should change, too. It wasn’t that long ago that you had to sit (or stand) at a desk if you planned to make sales calls. Now every salesperson has a phone and a list of contacts available in their cell phone, whether they’re in the office or out for lunch. That cell phone was just another tool in the early days of this century, and now you’d be hard-pressed to find a salesperson (or almost anyone, for that matter) who feels like they could live without it.
Just like those cell phones have advanced from the clunky, low-tech, functionally-limited objects to high-tech smartphones that we use to organize our entire lives, automated call system software has made big technological leaps. It’s not the slow, frustrating database that it once was. Some of the most successful sales reps already know how useful it is. Here’s what they know that helps them succeed.
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7 Essential features of automated call system software that you need to know about
1. Improved call speed
This is one of the most talked-about benefits of automated call system software. What often gets overlooked in the hype, however, is what that really means. After all, faster dialing speeds don’t do anything to impact your talk time. But depending on the day, you can expect anywhere from 80% – 97% of your calls to go to voicemail. The good news is that your software will leave a pre-recorded voicemail for you while simultaneously moving you on to the next call. So it’s not just dialing speed that’s improved; you’re literally gaining 20-30 seconds on every call that the software leaves a voicemail, so you don’t have to. Speaking of which…
2. Voicemail recording
This is truly a highlight of automated call system software. You don’t have to spend two or three minutes leaving voicemails on four out of every five calls. Pre-record your messages, then click to send when your prospect doesn’t answer. Obviously, this saves you time, but it also pushes you closer to your goal of speaking directly with someone. Every voicemail you leave is an opportunity to subtly pitch your product or service.
3. Call history
How do you know which voicemail to leave? Or how many times you’ve connected with a prospect? With your call history right in front of you, there’s no guessing. Leave the follow-up voicemail, the referral voicemail, or refer back to your last call. All the information you need is right in front of you on a pop-up screen for you to reference.
4. Call Notes
In addition to call history, some of the most organized and successful salespeople we know are ardent note-takers. One of the features of call system software they love is the ability to put call notes right into a client’s record. This makes it easier to have productive conversations later, and it is an easy way to note the needs or interests of the client or prospect. Call notes are essential to sounding professional and engaged with every person you speak to.
When you do get through to prospects, it’s helpful for them to have written information about your conversation. With a glance, they can see what service or price you quoted them, timelines, and any other relevant information from your discussion. With email templates built into your automated call system software, all you need to do is fill in the specifics, and you can send that email the minute you hang up. And when you craft your email template strategically, it can also be a low-intensity sales pitch.
6. Call Recordings
It’s not just your prospects who benefit from reviewing an email of conversations with you. You can benefit, too, by reviewing your calls. Only, in your case, it’s not the subject matter you’re listening to, it’s the entirety of the call. Find similarities in successful calls. Listen to discover where your prospects lose interest in unsuccessful calls. Are you leaving out vital information? Or could you tease your product or service a bit more? Strategic reviews of your calls can give you all of this information and so much more.
7. Whisper coaching
Whisper coaching is beneficial for call center managers, new sales reps, and even for experienced salespeople who might be facing a difficult sale. Whisper coaching allows you to have a third person on the call that your prospect won’t hear. It’s an ideal way to get real-time coaching from someone who may be more objective, more experienced, or more perspective. The best athletes in the world have coaches, so why shouldn’t salespeople? After all, the better you are at your job, the more prospects you can help (and the more money you can make).
Don’t let the outdated call systems of previous decades taint your outlook on today’s technology. Automated call system software is the tool for finding success in an increasingly competitive and challenging sales field.
The best way to improve your selling skills is to improve your outbound calling technology. Find out how Call Logic can boost your numbers and shrink your call times by scheduling a free demo.