Outbound Predictive Dialer Featured Articles

When it comes to hitting your sales goals, lead generation is an important element. If you’re not generating leads, how will you get to the close and drive more business? The outbound predictive dialer can play a critical part, but you have to have the right questions to ask when you get the prospect on the phone.

Fortunately, a recent Business2Community post explored how one question can lead to many, but you have to start with the right question. If you can break one question down into many, it gives you more time and opportunities to grow the prospect into more than just the single sale. It forces you to examine what defines the perfect customer and allows you to get to the heart of the details.

Defining the perfect customer allows you to break your established standards into a variety of traits. At the same time, you can easily discern how each customer is unique. This process enables you to develop buyer personas, allowing you to organize different prospects according to their information, add a human face to your marketing and communications and further develop an understanding of common needs within the target market as a whole. 

To get to this point, however, you have to determine whether the question development is a function of sales or marketing. The sales department likely relies on the outbound predictive dialer to quickly reach prospects so they can engage in conversations. If the sales department is left to also develop the question list, this is valuable sales time diverted. Likewise, marketing may find complex questions more difficult to answer, putting this task on the plate of both to get the ideal outcome.

When the right question is identified and then broken down into multiple questions, it allows you to get to the heart of what the customer really cares about and avoid muddying the waters with unnecessary information. It allows more information to flow and when that flow is managed effectively, your lead generation strategy causes richer experiences. The customer interaction is based on the customer’s preferences and therefore, the outcome is better aligned with desires.

With the outbound predictive dialer in place, sales reps more quickly connect with the right parties. When that connection is made, the conversation centers on what matters to the customer and the information captured enriches the experience even more. If you can capture that information to enhance future interactions, you get the most value from your marketing initiatives.

Companies like Genesys (News - Alert) allow for this kind of enrichment on a regular basis with proven outbound predictive dialer technology. If you’re ready to see results, maybe it’s time to consider a new solution.