As an outbound call center you should constantly try to improve your outbound calling strategy to sell more products and services. There are so many factors that a call center business needs to consider in order to ensure that their outbound calls are generating enough sales for them. This calls for an outbound calling strategy that helps you determine the key areas to work on to make your business successful and profitable.
Let’s take a close look at some of the important details and factors that you should keep in sight.
Invest in Automatic Dialers
Automatic dialers are a great feature to improve the performance and productivity of agents. These dialers automatically call a person in the list and switch to a different number once an agent has finished speaking with one client in order to save time and extend the agent’s typical handle time. This means that the agent does not waste energy in switching the calls. However, there are two further types of dialers: a predictive dialer and a power dialer. Predictive dialers can calculate when the agent will be free from the ongoing call and automatically dial the next call to save the time spent waiting between calls. A power dialer automatically pushes the number in the calling queue of the agent so that he doesn’t need to do it manually.
Reduce Calling Time
Don’t waste a customer’s time whether it means reducing the waiting time on dialing queue or training the agents to close the deals as quickly as possible so the customers don’t think that their time is wasted. On the other hand, if the agents are able to close the deals faster and reduce calling time, they can also make more sales and increase revenue.
Focus on Customer-Centric Experience
The most crucial aspect of an outgoing call is how you handle it. Call centers don’t have a positive reputation for cold-calling people every day. Keeping the customer engaged on the call is the key to making a successful call. Training plays an important part here because providing a customer-centric experience calls for analysis of the type of customers you target, your product’s selling points, and the core problems the product or service is trying to solve. Answers to these questions will improve customer engagement because the agents will be able better to address the need for your product/service. Â
Track important KIPs
Succeeding in outbound call center business is to keep evolving your strategy as you discover more insights about your customers and agents. This is possible by tracking KPIs and metrics. What do the numbers like call time, conversion rate, hit rate, calling frequency and other metrics tell you? Learn what needs improvement and modify your outbound calling strategy and training accordingly.
Use Compelling Scripts and Rebuttals
Scripts are an important part of training. Agents are asked to rehearse a certain script which they use as basis and add their own touch to it during calls. The scripts need to be engaging enough. The script should clearly indicate a problem that the customer is facing and how the service or product resolves it. Building a connection with the customer through this process is necessary which calls for some more personal and natural dialogues that you should make your agents practice. Ask the agents to mock-call each other and come up with excellent questions and rebuttals. This helps them get comfortable with script and building a natural style of their own using your script.
Invest in the Latest Tech
Many call centers suffer due to outdated call center software solutions because they lack the necessary features that boost employee productivity and offer better insights about customers during the call. Automated dialers and CRM integration are one of the most useful features. Integrating your CRM means that the agents get their hands on all the past interactions and buying decisions of the customer with the company. They can use it to assess the situation better and offer a more personalized experience to the customer. This eliminates the need for customers to call several times and improves efficiency.
Another great investment in technology is to use scalable call center solutions. You can add new features without having to hire developers and pay huge fees. No-code software will be a great choice in this regard because they eliminate the need to code the software, beta-test and wait for it to get live.
Conclusion
Implementing a profitable outbound calling strategy can be challenging but it is what your revenue stands on. You can’t go wrong with your calling strategy. It is extremely important to understand that investing in technology and training your agents are two most fundamental tasks in building a successful outbound calling strategy.
