http://www.speedtocontact.com/the-different-types-of-dialers-for-contacting-leads/ speaks about the different types of sales dialers and how they can be helpful for businesses and call centers.
Transcript:
Hi there! Beau Bratton here. I am the Founder and General Manager of Speed to Contact in Torrance, California. Today on this vlog cast, we will be talking about the three main types of dialers, how they work and which one might be best for your business.
So let’s dig in, why don’t we? Number one, we have the preview or power dialer. The preview or power dialer is the slowest.
Number two, we have the progressive dialer which is a little bit more efficient and effective and then finally, we have the predictive dialer. So let’s start off with the first one, the preview or power dialer.
The preview or power dialer is again the slowest dialer. It calls on a one-to-one calling ratio. So that will allow your sales rep to preview the lead. They can look through the lead information and they can decide if they want to call it. If they do, they simply click to call and they will be placed in that call.
Now they might reach the consumer. They might reach a voicemail. Who knows? So this is a good type of dialer if you have a very consultative type of sales approach. One thing that’s incredibly important is that the leads that are being offered up have some great logic behind them, so a good call workflow is critically important. Otherwise, you’re being offered leads that may not be the best leads to call at that moment in time.
All right. Next up, we have the progressive dialer. The progressive dialer again is a little bit more efficient and effective than a preview dialer but it’s very similar. It still calls on a one-to-one ratio. The call information – I guess the core difference is that the call information is passed to your agent as it’s making the phone call. So it will begin to ring and they will see who they’re calling and they don’t have a choice. So they can’t click, “No, I don’t want to call this person.” It’s just calling one lead after another.
It’s a little bit more efficient. This is good for sales teams that don’t have quite as much of a consultative type sales process but instead maybe it’s more of a scripted transactional type of sales process.
Then finally we have the Ferrari of dialers, the predictive dialer. So the predictive dialer is the turbo and you set a call ratio. What’s incredibly critical about a predictive dialer is the size of your team.
So if you don’t have at least 10 people on your team, then you probably don’t want to consider a predictive dialer. You can look into it if you have six or seven and you’re planning on growing. But in order to really reap the benefits of a predictive dialer, you need to have a bunch of agents in it at the same time.
So the way a predictive dialer works is you can put a predictive dialer on a call ratio. You might put it on a three-to-one, a five-to-one or a seven-to-one and so when your agents log in depending on how many agents are logged in at the exact same moment in time, the dialer will start calling on that ratio.
So let’s say you have 10 agents in the system and all of them – you’re on a three-to-one ratio. It’s going to make 30 phone calls. So it’s going to make three phone calls to every agent, so 30 phone calls for 10 agents instead of a maximum of 10.
So, one of the drawbacks is that you’re just not going to get a hold of certain individuals. But on the positive side, if you have a business that is more – again, highly scripted, maybe it’s a smaller sale, you can call on aged leads and get a hold of a lot more consumers in a short period of time.
But in summary, if you have a smaller team and it’s a much more consultative approach, you probably want to look at a preview dialer. This allows your agents to review the information first, maybe go to look at the website or come up with some sort of angle and sales presentation and then click to call and speak to the consumer whereas if you have a larger team and you just want – it’s all about numbers and you have a very transactional quick pitch, predictive dialer is definitely the way to go.
If you want more information or consultation on what dialer might be best for you and what’s available on the market, please visit our website at SpeedToContact.com. Please subscribe to our YouTube channel and follow us on Twitter and you can also call us on our 800 number at 866-678-1288. I’m Beau Bratton, Founder and GM of Speed to Contact. I appreciate your time and we will see you soon. Take care.
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