With numerous sales and marketing channels available in the market today, marketers are finding themselves present in a wide range of channels in order to connect with their target audience. The efficacy of these marketing channels varies from one business to another.
Even so, taking an approach that integrates multiple communication channels enables your business to reap maximum benefits. This approach boosts your brand visibility on different touchpoints. Limiting yourself to using just a few communication channels is also limiting the benefits that both new and conventional marketing approaches can bring to your business.
One conventional marketing strategy that’s still relevant today is the use of phone calls. A two-way, live interaction remains among the most effective sales and marketing platforms today. However, using it would typically take a longer amount of your time for dialing than for talking. This is why you need to invest in a predictive dialer that will enhance the quality of your outbound calls. If you are wondering what benefits this could offer to your business, here are the six key potential results of boosting outbound calls for your company:
1. Getting Insights About Your Target Audience
You need to understand your target audience in order to connect with them and market your offers to them effectively. One way to know them better is through outbound call campaigns. During such campaigns, your call center representatives get a chance to gather data regarding the needs and behavior of your target audience.
For instance, the conversations you’ve had with them can provide you with valuable insights that you wouldn’t discover elsewhere. Your marketing team should use these insights to improve marketing messages and ensure that they resonate well with your audience. They can also use it to inform your product development processes.
2. Boosting Your Brand Awareness
Improving outgoing calls gives you a unique opportunity to boost your brand awareness among prospects and existing customers. The best way to do this is to use an auto dialer that either connects your audience to a live agent or provides them with a pre-recorded message when the call is picked. If used well, outgoing calls can give your marketing campaign, sales, or customer service teams the connection and flexibility that other digital communication channels can’t.
This is because customers, despite the high amount of information available online, still prefer to experience warm human interactions than get chatbot responses or none at all prior to making a purchase decision. The interactions that your sales teams have with your prospects during outgoing calls will boost your potential buyer’s confidence levels in you and your brand. You can do this easily by having highly competent customer agents and fuel the growth of your business.
3. Keeping Your Sales Database Updated
A sales database is a critical asset for any business and should contain accurate and up-to-date information at all times. From this database, your sales reps should be able to find the information they need to personalize their engagements with current and prospective customers. If the database contains outdated information about your customers, it is very likely that your sales team will end up with poor, misinformed sales pitches that don’t resonate with your target audience and would also be unprofessional.
Your teams can gather recent information or verify the accuracy of your contacts by simply making non fixed VoIP calls. Some of the details that your call center agents or sales teams should gather or update in a sales database include accurate names of a sales target, the title they hold, their contact information – phone number and email address – and their role, if any, in the purchase decision-making process. Doing this regularly ensures your database is always up-to-date.
4. Generating Valuable Leads
Lead generation is a priority for any business. Without leads, it’s virtually impossible to sell. Businesses increase their sales revenue by identifying and pursuing leads that are likely to buy from them – not those that are not likely to buy. There are many strategies that you can deploy to generate quality leads – but none of these is as effective as phone calls.
Unlike other lead generation strategies, outgoing calls allow you to establish a highly personal connection with your prospective buyer. This kind of connection makes it easy for you to turn strangers into leads. The connection gets stronger when you allow your phone conversation to flow naturally by speaking directly to address your prospect’s needs.
5. Selling More To Your Target Audience
Selling is the ultimate goal for any business – if you cannot get people to buy from your products or services, your business is likely to fail. Outbound calls play the critical role of shifting interactions with prospects from generating leads to selling. During this time, it’s important that your team allows inside sales reps to take over the calls and leverage the knowledge that has been gained through the sales process. Though outbound calls might be considered an old-fashioned way of winning in the sales process, companies that have perfected the practice found them extremely instrumental in driving the inside sales process.
6. Boosting Customer Experience
The business environment is highly competitive. At any given time, there’ll be several other businesses that are selling the same product or service you’re selling. To stay ahead of your competitors, you’ll need to provide your customers and prospects with the best services available. Improving your outbound calls can go a long way in giving your target customers or prospects great experiences. You can do this by using the insights you have about individual customers to personalize your calls, listening to customer needs or complaints, and solving their issues with speed.
With the high connectivity and many communication platforms brought by the internet; outbound calls are sometimes considered old ways of connecting with target audiences. However, they are as effective today as they were way before the internet was invented. Increasingly, businesses are appreciating the conversations they have with their audiences because they bring to fore valuable insights that they don’t get from other communication channels. From improving customer experience and generating high-value leads to increasing brand awareness, these insights are invaluable when it comes to informing marketing and sales strategies for accelerated growth.