Too often predictive dialers are sold as the only way to make money in telesales. The loudest proponents of this technology are the manufacturers who sell it. Experience and research has shown that power dialer technology is a much more reliable alternative ? especially for B2B sales.
The predictive dialer?s main weakness is the large volume of lost leads it generates. If a company is spending time and money on generating leads they will want to retain as many of them as possible. The way a predictive dialer works makes this goal impossible.
Dialers are supposed to allow sales reps to dial a large volume of leads, but predictive dialers accomplish this by calling more leads than there are available sales representatives. When a call the dialer makes is answered there is a chance that there will be no sales reps to talk to that lead. These calls are dropped and those leads are wasted.
This is an alienating experience for potential customers, and is a major reason consumers complain about telemarketing and legislation is passed regulating it. Little is accomplished by a remote sales business when their leads refuse to talk with them.
Power dialers fix this customer experience nightmare. Power dialers will only place one call at a time for each sales rep available. Calls are never dropped because too many have been placed.
Some B2C companies use a predictive dialer to only close those few people who would be easy sales; a B2B company could never survive performing that way. B2B sales take longer to close, and each lead has a higher ROI.
Also, B2B sales representatives often have to navigate through secretaries before they are able to talk to a decision maker in a company. This extra gatekeeper does not have time waiting on dead phone calls while a sales rep becomes available to speak to her. Predictive dialers just do not provide enough personal attention to each lead to be effective in B2B sales.
A power dialer still delivers a much higher rate of dialing than manually calling leads, but unlike a predictive dialer a power dialer also increaser close rates. Instead of wasting resources, a power dialer makes each lead count.
The predictive dialer?s main weakness is the large volume of lost leads it generates. If a company is spending time and money on generating leads they will want to retain as many of them as possible. The way a predictive dialer works makes this goal impossible.
Dialers are supposed to allow sales reps to dial a large volume of leads, but predictive dialers accomplish this by calling more leads than there are available sales representatives. When a call the dialer makes is answered there is a chance that there will be no sales reps to talk to that lead. These calls are dropped and those leads are wasted.
This is an alienating experience for potential customers, and is a major reason consumers complain about telemarketing and legislation is passed regulating it. Little is accomplished by a remote sales business when their leads refuse to talk with them.
Power dialers fix this customer experience nightmare. Power dialers will only place one call at a time for each sales rep available. Calls are never dropped because too many have been placed.
Some B2C companies use a predictive dialer to only close those few people who would be easy sales; a B2B company could never survive performing that way. B2B sales take longer to close, and each lead has a higher ROI.
Also, B2B sales representatives often have to navigate through secretaries before they are able to talk to a decision maker in a company. This extra gatekeeper does not have time waiting on dead phone calls while a sales rep becomes available to speak to her. Predictive dialers just do not provide enough personal attention to each lead to be effective in B2B sales.
A power dialer still delivers a much higher rate of dialing than manually calling leads, but unlike a predictive dialer a power dialer also increaser close rates. Instead of wasting resources, a power dialer makes each lead count.
About the Author:
Both Predictive and Power dialer software is used by many telemarketing companies. Know what dialer is most appropriate for both sales reps and potential customers.
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