Good prospecting is one of the determining factors in a successful sale. With the meteoric evolution of business telephony solutions, particularly Ip Centrex or Cloud telephony, winning new customers has become even simpler. In terms of functionality, the predictive dialer integrated into CRM software is one of the most effective tools in this field. How does it work? How does it benefit prospecting? Kavkom, your supplier of business telephony solutions, provides some answers.
What is a predictive composer?
Predictive dialer is the exact opposite of IVR. It’s actually an automatic dialing algorithm that makes group calls to contacts collected online by a company, mainly in telesales.
It is set up so that each recorded call is immediately assigned to a call center or after-sales service agent available to deal with the caller.
How predictive dialing works in CRM
When the automaton is integrated with Customer Relationship Management (CRM) software, like Kavkom‘s, we see the operationalization of a powerful tool that boosts business performance. During marketing campaigns, CRM collects personal information from prospects and customers, then structures it into a qualified database.
These are then isolated and processed according to a number of parameters, including the individuality of callers, their purchasing habits, the time slots during which they can be reached and positively impacted, etc. Intelligently exploited by the system, this mechanism facilitates customer prospecting.
Its effectiveness lies in its ability to filter out bogus numbers, red-listed numbers or those transferred to voicemail, then automatically suspend them.
The benefits of a predictive dialer integrated into a company’s CRM system
The predictive dialer is essential for call center productivity, but it’s also ideal for any company that bases its returns on the quality of its customer relationships. Here are just a few advantages.
Methodically structured customer and historical data
The combination of CRM and predictive dialer helps to build up a prospecting history for each customer, as well as a sales history. In this way, the sales representative has a wealth of information about the recipient and can interact with him or her more effectively.
Time is intelligently capitalized on at the right time
Successful telesales must be carried out within a time limit and according to the timing specific to each prospect. Through its configuration, the dialer works in such a way as to solicit only the most relevant leads. As a result, the automation of the process now spares the sales rep the time-consuming task of consulting contact lists and the manual aspect of the work.
What’s more, calls are launched at the best possible time, and agents are kept optimally busy.
Predictive dialing significantly reduces costs
A predictive dialer integrated into the company’s CRM is a very cost-effective solution. It requires no special installation or additional equipment. It also spares the company the need for a full-time technical department, which is certainly more costly.
The Predictive dialer can also be used to optimize the budget of an SMS marketing campaign.
High process flexibility and agent efficiency
The algorithms that facilitate automatic data analysis by CRM combined with predictive dialing are modulated according to the specific contexts and activities of each company.
They also systematically adjust to changes in each customer’s specific requirements. The products or services that now motivate their interest, the time slots and the changes in their history are gradually being updated.
Likewise, they impart an activity logic to the agents, who adapt to it with little effort.
More prospects reached, more sales made
Thanks to CRM functionalities that provide access to information specific to each prospect and the right timing to contact him or her, the salesperson interacts with greater serenity and ease. This makes it easier for him to generate sales, be more dynamic and more productive.
In short, the predictive dialer integrated into CRM represents a valuable asset for an effective marketing strategy. Far from imposing more burdens on the company, it allows it to capitalize on time and boost productivity by filtering and automating the process. Integration into CRM software should therefore be entrusted to a reliable telecoms service provider, such as Kavkom.
