Stay on Track with a Progressive Dialer
If you’re a telemarketer, how often do you consider the person on the other end of the line? Does your consideration of customers affect your choice of autodialer? If you haven’t thought about the different experiences of your prospects when you use a predictive dialer versus a progressive dialer, consider this:
She’s had a long day. She’s braved traffic and is finally home. She takes a seat at her kitchen table with a steaming cup of tea and sighs deeply, her brain still swimming in a deluge of problems yet to solve.
Suddenly, the phone rings.
She jumps out of her comfortable seat, scrambles wildly for the phone, gathers her focus and says, “Hello?”
There’s a pause. She feels a moment of simultaneous panic and frustration.
A moment later, a flustered, uncertain voice mispronounces her name and starts pitching her the need to purchase a timeshare. She hangs up the phone, thoroughly annoyed and determined to never answer another call from an unrecognized number ever again.
- Irritated customers
- Exhausted agents
- Undermotivated sales team
You don’t even get a chance to really talk about the solutions that you hope to offer, and you certainly don’t make any sales. But still, you convince yourself that at least you’re doing your job of making calls, so surely that counts, right? Wrong. To stay on track, the goal of an inside sales team should not just be making the most dials per hour. It’s the sales that make the difference. If you aren’t correctly calling qualified prospects, you will not have quality conversations. Without quality conversations, you will not make your sales. Dialing, in and of itself, does no good for your bottom line. You must be able to leverage a sales platform that will deliver the most conversations (not just calls) per hour with the best prospects.