Before the dialing technology had emerged, sales processes used to be arduous.
Sales reps had to dial numbers manually, resulting in low sales conversations and more time wasted. The times have changed, for good.
Today’s dialing technology is enabling sales reps to get more connect rates without having to dial a single number manually.
Dialing technologies are many, but the ones dearest to inside sales reps are Power Dialers and Predictive Dialers.
How does a Power Dialer work?
Power dialer is used by live agents to call a list, it dials number one after another. Once the call is picked by a prospect, the power dialer will connect the call to the next free agent. If the number is busy, disconnected or no answer, the power dialer will move to the next call.
Looking for a power dialer definition? Take a look at Power Dialer Software.
How does a Predictive Dialer work?
Predictive dialer calls a list on multiple lines at the same time. It has the ability to calculate when an agent is likely to be free for the next call and when a person/customer is most likely to pick-up the call. Predictive dialers are used for medium or large telephone lists on multiple lines simultaneously.
When the call is answered, the agent will hear a beep and the information of the person will pop-up on the screen.
Predictive Dialer Vs Power Dialer
Delay in Response
Imagine you received a call, despite saying “hello” there is a delay in response. Irritating, isn’t it? You will hangup assuming it is a sales call.
This is one of the challenges when using a predictive dialer.
On the other hand, power dialer is more real time and the SDRs get to hear “hello” from customers, hence there is no delay in response. The chances of a conversation also go up, along with the chances conversion.
A call drop rate of more than 3% is illegal in the USA. You will most likely attract TCPA (Telephone Consumer Protection Act) that could result in fines up to $16,000 depending on the violation.
If you are using a predictive dialer, you must ensure there are enough sales reps to handle the call flow & rate.
Power dialer calls numbers one by one leaving no scope for call drops.
Predictive dialer does not allow you to drop pre-recorded voicemails. The algorithm of predictive dialer focuses on dialing more numbers.
Power dialer is more personalized. If the prospect does not answer your call, you can drop smart voicemails. You can also send a follow-up email.
During the call if the sales rep felt that the prospect is interested in the offering, proposal/quote can also be shared through email.
Predictive dialer can improve the calling efficiency, help reach out more people and get more leads but it comes with a risk. Power dialer has the same capacities without any legal hussle. It also scores high in terms of customer satisfaction.
Would you still go for a Predictive Dialer?
Do let me know through comments.