Predictive Versus Power: Which Dialer Is The Best?
Too often predictive dialers are sold as the only way to make money in telesales. The loudest proponents of this technology are the manufacturers who sell it. Experience and research has shown that power dialer technology is a much more reliable alternative ? especially for B2B sales.
While predictive dialers can churn through a large number of leads a day, this high dialer rate is the predictive dialers biggest flaw. Predictive dialers cause many of the leads they call to be wasted, and the resources that went into generating them are wasted, too.
All dialers are designed to aid a group of sales representatives in dialing a larger number of leads than they could manually. A predictive dialer does this by calling a group of leads simultaneously for the sales rep group. The dialer counts on a certain number of those called leads to not answer their phone. If more leads than available reps answer the phone call then those extra leads are dropped. The resources spend acquiring that lead and the potential business that would come from it are wasted.
This is an alienating experience for potential customers, and is a major reason consumers complain about telemarketing and legislation is passed regulating it. Little is accomplished by a remote sales business when their leads refuse to talk with them.
Power dialers eliminate this problem entirely. This kind of dialer calls only one lead at a time for each available sales representative, ensuring that each answering lead has a sales rep ready to talk with him or her.
While some B2C companies erroneously feel they can loose leads by using a predictive dialers and still reach their maximum profit, this is never true with a B2B company. This is partially because B2B sales tend to take longer with each lead and the profit made on each closer is higher.
Add to this the sometimes delicate nature of navigating through secretaries to speak to a business? decision maker, and the personal attention a power dialer gives a lead becomes necessary.
Power dialer software triples the amount of calls a sales lead can make in a day, but just as important is the experience the power dialer allows the lead to have. Power dialer technology will deliver not only on a higher call rate, but a higher close rate.
Different kinds of dialer software is utilized bymany telemarketing companies. Learn which dialer is most appropriate for customers and sales staff alike.
Click the XML Icon Above to Receive Sales Articles Via RSS!
