Are Predictive Dialers Or Power Dialers The Best Choice?

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.

While predictive dialers can churn through a large number of leads a day, this high dialer rate is the predictive dialers biggest flaw. Predictive dialers cause many of the leads they call to be wasted, and the resources that went into generating them are wasted, too.

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.

Power dialers eliminate this problem entirely. This kind of dialer calls only one lead at a time for each available sales representative, ensuring that each answering lead has a sales rep ready to talk with him or her.

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.

Add to this the sometimes delicate nature of navigating through secretaries to speak to a business? decision maker, and the personal attention a power dialer gives a lead becomes necessary.

Power dialer software will increase the call volume of any telesales organization, often by two or three times. Additionally, power dialers provide sales representatives with the tools to provide a better customer experience ? an experience leads will notice.