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 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.
All dialers are designed to aid a group of sales representatives in dialing a larger number of leads than they could manually. A predictive dialer does this by calling a group of leads simultaneously for the sales rep group. The dialer counts on a certain number of those called leads to not answer their phone. If more leads than available reps answer the phone call then those extra leads are dropped. The resources spend acquiring that lead and the potential business that would come from it 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.
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.
Some B2C companies use a predictive dialer because they do not care about customer experience ? they feel they can find enough ?easy? sales to make up for the leads they waste. This could never work in B2B sales where each lead typically takes longer to close, and the ROI is greater.
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.
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.
More Information:
Both Predictive and Power
dialer software is utilized bymany telemarketing companies. Know what
dialer is most appropriate for customers and sales staff alike.
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