Dialing Software? That's not for our business!

We’ve had a couple of engagements recently where small to medium-sized businesses were considering dialing technology to enhance their customer relationships. These recent experiences have got me thinking about how many of us view the current dialing technology by our own personal experiences. We all hate dialers; at least we think we do. We sit down to dinner, or relaxing afterwards and we get hammered by calls that when we answer, there’s nothing there for 5 seconds and then we get the sales pitch. Or worse yet, its campaign season and the RoBo calls are brutal!

But if we think about how we want to connect to our customers in the B2B world, isn’t a live conversation the most preferred method? Don’t you want your salespeople touching your customers on a regular basis and having a meaningful exchange? Can an email campaign do that? Do they all participate in Social Media? When it comes to sales there’s nothing better than a live one on one conversation.

When you think of dialing software think of a software application that will help your staff make more calls without harassment. Think about an inside team or even the field rep having the ability to launch the call easily and efficiently out of any Customer Relationship database with the click of a mouse. You want to autodial but not blast? Great, set it up to “pop” a screen to a rep, give them a predefined amount of time to review it, and then launch the call for them. Plan the customers you want to call, the time of day, staffing and most other parameters you can think of. Dialing software today is blended right in to multi-channel inbound call center software so you can still capture all the inbound email, chats, social interactions and so on, but allows those same reps to reach out and touch someone.

The payback can be absolutely phenomenal! Do your own math on this, but for help here’s an example: Let’s say you have 50 inside sales reps that average 50 inbound/outbound calls a day and individually average $3,000.00 in sales for a team total of $150,000.00 per day. If we deployed dialing software and just used preview dial to get them each 1 more call per hour that would equate to $24,000.00 in additional sales per day. That’s a 16% improvement in sales with minimal effort!

The biggest concern for your business may not be readily apparent until it’s too late, and that’s the erosion of the customer relationship. It all comes down to touches; can you make enough calls in a day and touch your customers before your competition? Do your most important customers hear from you regularly? Probably, but what about the other 80%, do you think there might be gold in thar’ hills? Consider using dialing software and you’ll find the hidden gold in your existing claim.