3. September 2020 Blog

How to use sales dialers to your advantage?

It shouldn’t come as a surprise that the more calls your sales team makes, the higher the chances of closing deals. Even though dialling numbers doesn’t seem like a time-consuming task, it takes some effort from every salesperson to actually dial multiple numbers manually each day. Here’s when sales dialers come in useful.

There are many ways in which you can use automation in sales, but there’s nothing quite as handy as sales dialers to make the lives of your sales reps easier. 

Given that it can take even 8 calling attempts to actually reach a decision-maker, dialling multiple numbers a day takes time that can be much better spent on actual phone conversations. That’s precisely why sales dialers gain more and more traction, as they help to make calls as efficiently as possible and get done more in less time.

How to define sales dialers?

To put it simply, a sales dialer is a piece of technology that simplifies manual dialling when calling prospects. Sales dialers are not a brand new invention - but since they made their way into the list of features of many call center tools, it’s definitely worth knowing how to use sales dialers to your advantage nowadays.  

Not every sales dialer is the same, though, which is why you should first figure out which sales dialer is a good fit for your team.   

How do sales dialers work, exactly?

First of all, if your sales rep does everything manually, they have to check their contact list, dial each number by hand, and have a conversation or leave a voicemail. After the call ends, they have to do it all over again. 

And again - depending on how long their list of prospects is.   

With sales dialers, however, sales reps don’t have to find the number on the list each time, dial it, and double-check whether they chose the right digits to actually call the right person. 

Sales dialers make the call automatically, based on the list of contacts. Once the call ends, they already dial the next one on the list. In many cases, you can even set the exact time between every call to give your sales agents some time to have a break and prepare themselves. 

What’s interesting is that there are different types of sales dialers out there. The exact terminology might differ, but most of the software providers offer the following:  

Auto dialer

Essentially, auto dialers go through as many phone numbers as possible until they actually reach someone. It’s not the best sales technique, though - when picked up, auto dialers play a recorded message or take some time to connect the call to a live agent.

In both cases, call recipients might easily get annoyed and hang up immediately. 

Predictive dialer

Predictive dialer, on the other hand, is a much better way to ensure that more customer calls are made in a shorter time. It simply dials the numbers from the list, one after another, when a sales agent is available. It is actually able to dial multiple phone numbers per agent, which makes it a powerful feature to leverage.

What’s more, each time you can configure the time between every call to finish administration tasks related to the call without any hassle, for example. After the time elapses, the software will automatically dial the next number on the contact list. 

This way, sales agents don’t have to search through contact lists in the active campaign and manually select prospects who have not been contacted yet.

As a result, predictive dialers can easily reduce the idle time (even from 30% to 5%), and increase agent productivity by 80% (or more). It’s mostly because predictive dialers prioritize the agent’s time - the next number on the list is dialled even before the agent finishes the call they’re on. 

Power dialer

In contrast, power dialer dial one number after another from a campaign for each of the available agents. The next contact is dialled only after the previous one was completed. 

Power dialers still allow your sales agents to make more calls in a shorter time and be much more efficient than using the traditional ways of searching in the database and manual dialling numbers by themselves. This time, however, the numbers are called one by one. 

If you need to scan a list of numbers from a specific system or website and create a calling queue from it, though, you might simply want to use a smart dialer instead. 

Smart dialer

Basically, smart dialers automatically scan the provided content and look for phone numbers which can be added to the calling queue with a single click. It’s actually CloudTalk’s flagship product that doesn't stop with standard websites - it also identifies numbers within your CRM, helpdesk, or any content opened with your browser. 

Why are speed dialers used for sales? 

By now, you should already have an overview of how to use sales dialers to your advantage. In case you need more proof, here’s why sales dialers are increasingly popular: 

  • Sales dialers increase productivity. They make dialling numbers much faster and easier for any sales agent out there. This way, they can spend their time on other, more important tasks. 
  • Faster dialling means higher chances of conversion. The more calls your sales agents make, the higher the chances of meaningful conversations and closed deals in the long run. 
  • Sales dialers minimize human error. When dialling numbers manually, it’s easy to make a mistake - press the wrong button, call the same person twice… You name it. With sales dialers, however, such mistakes will not happen.

There’s no doubt that sales dialers can bring your team multiple benefits. With so many types of dialers to choose from, though, it might be difficult to make the decision. 

Choose the sales dialer that meets your needs best

Still not sure which sales dialer to choose? Consider the following: 

  1. Auto dialers are the best choice for large companies interested in making a very high volume of calls. Opinion polls, telemarketing activities, debt collections, or extensive cold calling campaigns - these are all perfect use cases for “mass” auto-dialers.
  2. Smart dialers, on the other hand, are perfect for phone number scanning & contact list building, automatic call queue creation, and fast dialling - one by one.
  3. Power dialers and predictive dialers are definitely the most powerful and common when it comes to sales dialers. They easily allow for creating call campaigns and assigning them to specific agents, automatic dialling of next contact, and checking the statistics of each campaign afterwards. 

Power Dialer vs Predictive Dialer

The difference, however, is that power dialers dial one number after another for each available agent - the next contact is dialled only after the previous one is finished.

On the contrary, predictive dialer dial multiple phone numbers per each agent. It’s up to you to determine each agents’ capacity and adjust the dialer’s settings accordingly.

If you’re not sure whether you should choose a power dialer or a predictive dialer, though, it’s best to take a look at the quality of the contact list. A predictive dialer is better when the data quality is low (sourced from a third party, for example), and so is the expected connect ratio (less than 20-30%).

Power dialers come in handy whenever you have a carefully created list of contacts (of your existing customers, for instance) and you expect to reach at least half of them. 

Keep in mind that there’s absolutely no reason for you not to leverage both solutions. Depending on the campaign, the volume of calls, the quality of the database, as well as the size of your team - you might want to use different sales dialers, and there’s nothing wrong with that.

In order to do so, however, you have to choose a call center software with multiple sales dialers in-store. 

Whatever happens - don’t just stick to a manual dialling process! Boost your sales team’s productivity with smart, predictive, and power dialers offered by CloudTalk