Are Predictive Dialers Or Power Dialers The Best Choice?
Predictive dialers are often still lauded as the ?best way to perform telesales.? All of the hype about the effectiveness of a predictive dialer is largely created by the manufacturers of these sales tools. Research, as well as experience, shows that a Power dialer is a much more reliable dialer solution. This is especially true of business to business sales.
The large volume of calls a predictive dialer is able to call is also its main weakness. As a predictive dialer rapidly calls through leads many of those leads are dropped or wasted. After spending time and money gathering leads, no company wants to see them wasted in the name of ?higher dialer rate.? With a predictive dialer it is impossible to make every lead count.
Dialers have been engineered to aid sales reps in dialing more leads than they could manually. The predictive dialers call a group of leads simultaneously, if there is not an available sale rep when the lead answers that call then the call is dropped, and the lead wasted. The money and effort that went into that lead is wasted, too.
The complaints about telemarketers are often directed at the practice of dialing a lead, but having no rep to speak to them. These complaints have been heard and laws have been passed regulating dialers. Predictive dialers have done nothing to better the field of telesales.
The power dialer is a fix to this poor customer experience. Power dialers call only one lead at a time for each available sales rep. There is never a case where a call is placed and there is no rep to take it.
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.
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