Predictive Dialer Featured Article

Insurance Agencies Find a Predictive Dialer That Understands Their Business

If you run an insurance agency, chances are, cold-calling is an important tool for you. Cold-calling, while it can be an effective method to generate new business, is a lot of work. It's laborious, repetitive and can waste a lot of time if not streamlined to be as effective as possible. Though you may have the best agents in the world, everyone is slowed by the limitations of manually dialing the phone. You may have considered using a predictive dialer in the past, but dismissed it as not right for your insurance business.

That's where you would be wrong.

The predictive dialer, of course, is a piece of equipment that uses statistical algorithms to make the best use of agents' time in making outbound calls. Configured properly, predictive dialers can minimize the time that agents spend waiting between phone connections and conversations, while minimizing the wasted time of a prospect answering the phone when no agent is available – a so-called “abandoned call” (a downfall of the simple auto dialer). You know why it works for outbound calling: by dialing one number at a time manually, agents are only able to spend about 40 minutes an hour on active calls. While a simple auto dialer might improve that figure a little, you're likely to be alienating too many customers with abandoned calls. Predictive dialers that are well configured and specific to your industry, however, can increase agent utilization to 57 active minutes on the phone per hour.

So you know why you need it, but where do you go to find a predictive dialer vendor who understands your industry? OPC Marketing, with its predictive dialer system, can focus on improving the insurance industry. The company has an in-depth understanding of the complex process of prospecting for insurance business, and its predictive dialer solutions have a track record of helping insurance companies add millions in premium growth to their bottom lines.

Chances are, you have a complete portfolio of insurance and financial products such as life insurance, auto and property insurance, long-term care plans, group healthcare, defined benefit plans, 401ks, deferred compensation, commercial insurance and more. That's great, but it's pointless unless you find a way to reach the most people in the shortest possible time, to make your offers. This is where a high-quality computer-based dialing system, configured in an optimal way for your business, can help you obtain highly qualified sales opportunities, using computerized power to bolster your outbound calling.

The SpitFire predictive dialer software will automatically place outbound calls from a pre-loaded database list of numbers, on a single line or multiple line cards. To help you remain in compliance with “do-not-call” lists, these databases are scrubbed against the do-not-call databases when the list is first imported, helping your insurance business avoid costly non-compliance fines.

As your insurance business works hard to compete in a tight economy, predictive dialers can go a long way toward increasing the number of prospects contacted effectively. When agents make better use of their time, boosted by the power of predictive dialer technology, those extra minutes saved each hour can add up...and add to your bottom line.

Tracey Schelmetic is a contributing editor for TMCnet. To read more of Tracey's articles, please visit her columnist page.

Edited by Jamie Epstein
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What Are Related Definitions You Should Know?

Related definitions that you should know as you increase your understanding of predictive dialers include:

Dialer: generic term for any computer-driven device that places outbound calls and connects the answered calls to an agent or operator.

Agent: telephone professional to whom a predictive dialer sends the ready call.

Predictive Dialer: Predictive dialing was introduced for the purpose of increasing efficiency within calling centers. They are computer based system that automatically dial groups of telephone numbers, and then passes live calls to available agents. The SpitFire Enterprise dialer utilizes sophisticated algorithms to speed up and slow down the call rate based on, number of available agents, number of available lines, the campaign’s average call time and other statistical information.

Quick Connect: Quick Connect allows your agents to log in one-to-one with a phone line. This option is great for B2B purposes, especially when your agent needs to be on the phone line through the entire call.

Fixed Dialing: Fixed Dialing gives your call center manager the power to manually set the volume of calls. The software will then automatically dial a predetermined number of lines per agent. Fixed dialing is ideal for political campaigns, charity campaigns, and other situations drop call ratios are not a factor.

Auto dialer: makes thousands of calls screening for busy signals, no answers, fax machines while detecting answering machines/voicemail and delivers pre-recorded messages. SpitFireX Auto Dialer is a low cost solution for voice broadcasting.

How Do Predictive Dialers Work?

Predictive dialers use complex mathematical algorithms that calculate, in real time:

  1. the number of available agents
  2. the number of phone lines available
  3. the probability of reaching a human being at a specific number
  4. the time between calls required for optimum agent efficiency
  5. the length of typical agent/customer or
    debtor conversations
  6. the average length of time agents require to wrap up after a call

SpitFire Enterprise Predictive SEP is a fully blended call center solution that supports unlimited lines, agents, and campaigns. Its greatest strength is in its flexibility: multiple campaigns can be set up, viewed, and changed with the click of a button. With easy options for customization, data and dispositions can be catered to each campaign. In addition to our user-friendly interface, SEPhighlights full customer data and combines multiple campaigns on one screen. All the information your agents need is accessible at a glance, freeing their energy to focus on what matters: the calls.

Keep It Simple with SpitFire Fully Integrated Call Center Software

Our greatest priority is making your call center run smoothly, and we do that by developing software that is intuitive and easily integrated with your current systems. SEP works seamlessly with most CRM applications and long distance carriers, making it the simplest and most cost-effective solution for your call center.

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Benefits of Using a Predictive Dialer

  1. Manages the process of dialing tens of thousands of calls or tens of millions of calls in its lifetime.
  2. Detects the result of the call, as an example: no answer, busy, fax, bad number, answering machine without any presence of human expertise. Consequently saving time by only transferring calls which are voice connects to the agents locally or remotely.
  3. Using predictive dialer increases the productivity of the company by drastically increasing the time agents spend on the phone talking to actual customers or prospective clients.
  4. Predictive dialer users get the ability to organize and better manage the client information, no lost notes scribbled on pieces of paper. The database used by the dialer organizes the calling structure.
  5. The most significant task done by the predictive dialer is to predict, which means always making an effort to get a live call to the available agent with the shortest amount of wait time. This is achieved by self learning algorithms within the predictive dialer to increase or decrease the dial ratio per agent, logged into the system.
  6. Inbound call can be better dealt with by allowing the customers to wait on hold in an IVR system, or a way to leave a message they'd like a callback while the agent is busy talking with other customers.
  7. Most important benefit of a predictive dialer is it reduces expenses for your company over a period of time since you do not need to buy and deploy a complex and sometimes extremely expensive PBX system. Your company will experience return of investment (ROI) in a period of six to twelve months.
  8. A predictive dialing system can effortlessly fit into your companies existing infrastructure since it is software controlled.
  9. The call routing logic and the contact management is all included in one software package. Your call routing logic implemented as per your specifications. Since it is a software package it can easily be upgraded even if you are located remotely with the help of internet.
  10. Provides an added cost effective method of managing the client database by giving the user of the predictive system ability to rework your database on previous call results.

    1. only redial records which were busy, no answers and answering machines
    2. Delete records which are bad numbers, disconnected numbers or operator intercepts
  11. Do a real time look up against the do not call database saving the predictive dialer user from accidentally calling people who have enrolled in the do National not call registry. This saves the company from lawsuits and others risks conforming to all legal statutes and FCC complaints.
  12. Provides progressive dialing capabilities like call blending which means handling inbound and outbound call at the same time.
  13. Provides ability to integrate call recording devices and call monitoring interfaces which helps call center supervisors to train agents and users and improve their customer support skills.
  14. Easy to setup and learn the predictive dialer logic and software tools.

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