A successful outbound call campaign is a powerful weapon to add to your sales arsenal. In today’s world of marketing emails and robocalls, a personalized phone call can be a breath of fresh air.
To ensure that your customers and leads receive calls that are relevant to them, follow these 4 tips.
4 Tips for Designing an Effective Outbound Call Campaign
1) Use an Open Call Script
The success of scripted outbound sales calls can be hit-or-miss. On the one hand, new reps can massively benefit from a script, particularly in terms of following compliance requirements.
On the other hand, overly scripted phone calls can come across as rigid. As such, you can lose the personalized, human touch of a phone call.
The compromise here is to develop an open call script. These kinds of scripts are loosely structured. They provide the agent with pointers rather than lines that they need to rehearse.
Loose scripts ensure that your agents cover all the important points (while remaining compliant) and yet still allow them to build on natural conversations.
2) Collect and Analyze Relevant Call Data
To build an effective call campaign, you need to have a good understanding of your target market. A successful campaign requires extensive research to build a library of data that reps can refer to before making calls.
Data shouldn’t purely focus on industry and location, but should also try to answer these questions:
Who am I talking to?
Why would they need my product?
3) Employ an Effective Training Program
Training programs help prepare new reps for real-world calls. This will help them remain confident and compliant every step of the way.
Training programs can include the following:
Call recordings that reps can analyze and critique
Group role-playing activities to help reps learn to think on their feet
Lessons on how to identify the key factors comprising a successful call (e.g. tone of voice)
4) Use Key Performance Indicators (KPIs)
KPIs are useful metrics for monitoring sales rep performance. It is important to first identify which KPIs your business wants to place the most emphasis on. Examples of common KPIs include:
Average handle time
Conversions rate (number of calls resulting in successful sales)
Make sure that employees learn and understand the importance of these metrics. Teach them how to maximize their KPI scores through the training program.
Finally, use KPIs to identify weak reps who might require further training, as well as strong reps that should be recognized and possibly rewarded to encourage good work!
Personalized outbound calls, when done right, can be an incredibly effective sales strategy. Be sure to invest time into carefully designing an outbound call campaign strategy to maximize your center’s success.
And, while you focus on training the human side of the campaign, let LumenVox take care of all your automated contact center needs. Request a demo or contact us today so that we can help you maximize your company’s efficiency so that you can focus on spending your time on more important things.
SpinSci Technologies, an innovator in the field of patient engagement solutions, announced that they have entered a strategic partnership with LumenVox, a market leader in voice recognition intelligence solutions, to deliver key integrations with Epic, a leading provider of Electronic Health Records (EHRs). The partnership will deliver highly secure patient engagement solutions while at the same time driving a highly efficient and heightened patient experience.
The joint offering between SpinSci and LumenVox will combine SpinSci’s key integration with Electronic Health Records such as Epic and LumenVox Speech technology and Active Voice Biometric Authentication. Both companies’ technologies are tested on the CVP platform which will drive added value and speed to service for existing and new Cisco customers. The integrations will drive workflow automation.
“The digitization of healthcare is gaining huge momentum right now. LumenVox’ modular technology approach enables SpinSci to easily integrate cutting-edge Speech Recognition to improve patient experience and just as easily integrate Voice Biometric Authentication to enhance security, helping to ensure HIPAA compliance. Through this partnership we want to give practices and their patients convenience, security, and peace of mind.” said Edward Miller, Founder & CEO of LumenVox.
SpinSci Chief Executive Officer Rajit Kumar said, “Our strategic partnership with LumenVox will help drive a packaged solution for our ultimate customers, health systems and providers, which will drive patient engagement and improve their overall experience.”
About SpinSci Technologies SpinSci Technologies was founded in 2005 and focuses on intuitive collaboration and contact center solutions and services primarily across the healthcare vertical, driving patient engagement and efficiencies. SpinSci solutions are now available on industry-leading marketplaces such as the Epic App Orchard, the Five9 Marketplace, and the Salesforce AppExchnage. SpinSci is headquartered in Dallas, Texas.
Automated predictive dialers have been around for a long time, perhaps longer than most people realize, with InfoLogix introducing one of the earliest recorded automated predictive dialers in the 1980s.
Things have evolved since those early technologies, however, the technical requirements remain the same; the ability to determine through some predictive analysis when an operator will become available. With LumenVox’ Call Progress Analysis, though, any automated predictive dialer can now determine whether a live person, as opposed to a machine, answered the call.
LumenVox’ Call Progress Analysis combines highly accurate Voice Activity Detection (VAD) technology—a technology that LumenVox has evolved and refined over 20 years providing best-in-class speech recognition technology–with standards-based deep connectivity and integration services for telephony networks. The resulting technology has proven to be compelling for contact centers of all shapes and sizes.
LumenVox Call Progress Analysis makes every second count. Let’s say, for example, a typical call lasts for around 80 seconds, and it takes on average 10 seconds for someone to answer a call, then the predictive dialer could begin dialing when the operator is 70 seconds into the call, in anticipation of them being freed up in time to take the next call. This is a very simplistic scenario, but with several agents and reliance of CPA to filter out unwanted calls, statistical analysis and feedback can be used very effectively to achieve optimal performance. Additional adjustments can be made implicitly or explicitly, in anticipation of calls running long, for instance, or if the person being called has a different reason for being contacted, which might require a different amount of engagement interval to process so that appropriate timing adjustments can be applied.
Our own analysis of production deployed CPA with automated predictive dialers show that it is fast and highly effective in reducing contact center costs by increased automation and call filtering, with high potential savings.
It is clear to see that these cost savings represent a significant value to those embracing the potential of CPA, which defines call center effectiveness by setting a new standard and leaving operators that choose not to use this technology far behind.
Speech-enabled automated attendants are a must-have for any customer service strategy. In the age of Siri and Alexa, customers have come to expect automated, speech-based service. ComScore reports that more than half of all smartphone users are engaging with voice search technology in 2020.
Enhances Branding and Corporate Image The biggest brands in the world use speech attendants. Why? Their customers value speech recognition capability, which produces automated, yet natural communication with the end-user. This elevates the branding of any organization, large or small.
Automates Routine Operator Tasks A virtual speech attendant takes on tasks that would otherwise be completed by an operator, allowing callers to speak the name of a person, department, service, or location and be automatically transferred. This removes the need for manual time and labor of operators answering inbound calls, searching for phone numbers, and connecting customers to their destinations. The web-based administration interface included with ISA simplifies the configuration of nicknames and aliases, department and location-based transfers, business hours logic, alert messaging, and more.
Gives Organizations Control of Transfers A robust speech attendant provides callers with a convenient way to reach people within an organization by acting as a single point of access to the corporate directory. ISA’s full-featured administration dashboard puts organizations in control, allowing for highly customized handling of inbound calls.
The pandemic has transformed the way businesses operate. Technologies have been adopted at lightning speed due to increased reliance upon remote workforces. There are many voice technologies that are now must-haves, such as Automatic Speech Recognition. But are businesses and organizations using these technologies to their fullest potential?
You need to start with a basic audit—what voice technologies do you already have? How are you using them? We’ll assume you are using Automatic Speech Recognition, as it is most common, and specify how you can leverage it to maximize ROI.
Are you using Automatic Speech Recognition? What are you doing with your speech data? Transcription enables visibility of this precious information. When transcription is used in conjunction with artificial intelligence, or Natural Language Processing, feeding machine-learning processes downstream, it enables customers to speak their mind, literally. This means the IVR or even chatbots can interact with customers in a more personal, efficient way, solving problems that would have required costly time with a live agent.
If you are using Automatic Speech Recognition in your IVR, how have you tackled authentication? Have you considered voice biometrics? Voice biometrics creates a secure, convenient authentication process that can either happen within the IVR or with live agents. It cuts costs by reducing handle time. It raises satisfaction levels for agents and customers by removing the need for painful, lengthy interrogation processes. There are two modes of voice biometrics: Passive & Active. Passive means customers are verified through natural conversation. Active means they are prompted to speak a specific passphrase to authenticate. Either method results in higher satisfaction and compelling ROI.
The LumenVox Technology Stack is unique in its convenient licensing and add-on capabilities. With just one installation of one of our components, such as our Automatic Speech Recognizer, you can easily add licensing to incorporate any of our other technologies. With forward-thinking and access to such a flexible stack, companies can remain competitive. Step up your game and keep your customer service at the cutting-edge.
Questions about any of the LumenVox voice technologies? Contact us.
The sound of silence and human speech: Being able to interpret this automatically is the key to an effective call center strategy for outbound calling success.
LumenVox Call Progress Analysis offers call center operators and predictive dialer developers the core technology to quickly and accurately classify whether calls were answered by a human or a machine. It accomplishes this with Voice Activity Detection (VAD). VAD is vital in creating effective predictive dialing solutions while complying with related regulatory restrictions governing the use of such automated systems.
Silence & Timing
There can be a varying amount of silence before someone begins speaking/ when a human answers a call. This silence needs to be taken into consideration by call flows, which means allowing some silence before speech, but also limiting the amount of time the application should wait for someone to speak. For instance, if no speech is detected after 5 seconds from the start of the audio stream, it is highly unlikely it was a human that answered. The ability to interpret this silence intelligently is critical to an effective call center strategy.
Speech & Timing
Once human speech has been detected, the next thing to determine is the length of that speech. Our extensive research has shown that statistically residential lines answered by a human have less than 1.8 seconds (1800ms) of speech in the greeting. That same research concluded that business greetings by humans are likely to be between this residential threshold and 3 seconds (3000ms). By extension, we can also conclude that anything greater than this should be classified as machine, likely a prerecorded message, possibly from an answering machine.
With the ability to classify and make these intelligent determinations, Call Progress Analysis can minimize the wait-time between calls handled by each agent, by predicting when the next agent will become available.
Not only can this contribute to significant operational cost savings for a contact center, but it also can dramatically impact the overall competitive advantage, since calls are being handled in a more efficient manner. This effective call center strategy and commercial advantage can be reflected as increased profit margin, more competitive pricing for customers or a combination of the two.