Predictive Dialer Featured Article

Consider Supplementing Online Marketing with Telemarketing

While the sales process is nearly as old as humanity, sales methodologies have changed considerably in recent years, largely thanks to the Internet. Door-to-door sales have gone the way of the Dodo, and direct mail is about to follow it. (Who advertises through the mail today except those too-desperate-to-be real mortgage refinance scam artists and will-try-anything credit card companies?)

The Internet, of course, has been leading the charge for 21st century technology, along with the mobile device. While one would imagine that the Internet would be too wide and general a tool to be much use, the peculiar truth is that the opposite is true, according to a recent blog post by Sam Elliott of g2m solutions.

“As businesses have realized the irony that they can deliver a far more personal buyer’s journey online than they can through other methods, even face to face, they have started to crowd the Internet with offers and ideas,” wrote Elliott. “Placing yourself where your buyers are is only a small part of online strategy now. Getting heard through the incessant white noise of all your competitors and even non-competitors’ marketing sometimes seems impossible.”

While the goal, ultimately, is worth it: the personalized selling you can engage in via Internet and mobile methods is too valuable to not pursue every Internet and social media strategy in your power, it’s important to remember that other older methods are still tried-and-true, even if the days of the Fuller Brush man and direct mail are gone. Elliott recommends that any methods used today should be able to cut through the clutter and noise of other marketers, and this will require a great deal of thought and analysis.

“The idea is to streamline your marketing messaging,” he wrote. “You should sand and plane off any excess that doesn’t work. Tactics and content that are ineffective and aren’t providing leads or sales are a waste of your time and resources.”

So what better method is left, after your Internet and social media methods, than telemarketing? While cold telephone calling may have gone the way of door-to-door and direct mail, targeted telemarketing with the use of complementary technologies is still an extremely viable way to engage in business-to-business marketing. According to a recent UK-based study, business-to-business telemarketing was identified by business managers as one of the least annoying forms of advertising, with only four percent of respondents identifying it as annoying. The trick, of course, is to engage in it effectively by ensuring lists are fresh, the optimal calling times are chosen and the message is compelling. Furthermore, the method should be optimized by automated dialing technology.

Predictive dialer solutions such as OPC Marketing’s Spitfire Enterprise Predictive dialer can help sales teams dial faster, thanks to automated dialing technology, make more contacts and ensure sales people are sharing the appropriate information at the right time. The company’s Quick Connect feature allows sales people and agents to log in one-to-one with a phone line, a great option for B2B purposes, especially when sales personnel need to be on the phone line through the entire call.

Just because outbound calling is an old method, this doesn’t mean it’s an ineffective one. With some preplanning and the right technology, it can be one of the most effective methods in your sales arsenal. 

Edited by Rory J. Thompson
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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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