Are you ready to increase your contact rates by ten percentage points?

3 minute read, posted on 01/10/2019, by Peter Mullen

contact rates

It’s 6 o’clock on a Thursday evening. Do you know where your best outbound sales prospects are?

Here’s the key challenge: Your telemarketing conversion rates are only as good as your contact rates. The industry standard for connecting with potential buyers is approximately nine percent. Now, how much of a boost would your bottom line get if you could move the needle to engage with up to nineteen percent of your prospect list?

VXI regularly achieves this goal for its clients, resulting in increased sales, stellar agent morale and the ability to learn more about customers.

In North America, most outbound sales providers’ dialing strategies are based on four time zones: Eastern, Central, Mountain, and Pacific. The problem here is that this approach doesn’t allow for differences in contact rates and demographics within each of the individual U.S. states.

VXI employs a unique, layered approach to connect with your potential customers – so your business achieves the maximum return on investment (ROI).

When it comes to contact rates, a superior dialing strategy is just one of the many reasons that VXI is known for consistently exceeding clients’ revenue expectations. Here’s what you can also expect from us (as you should from any provider):

A partner that knows – and cares about – your business

In industries ranging from industrial and automotive to travel and hospitality, we have deep experience and practical expertise. But we’re also deeply invested in getting to know your own business and audience.

When we consult with you, we’ll work to ensure that your lead files contain the information needed to facilitate selling success. Take the cable industry, for example. General household age and current and previous billing ZIP codes are important – but we also know the relevance that data such as previous pay-per-view history, geographic region and previously redeemed offers can have on the propensity to order certain packages or respond to upsell offers.

Knowing who you’re calling and the “sweet spot” for making offers does wonders for creating alignment and connections with customers.

An “overdeliver” mindset

Globally, we’ve come to expect that telecom disruptions could happen at any time – whether it’s a natural disaster like Hurricanes Michael and Florence, or a simple power outage where a contact center is located.

We at VXI plan for the unexpected. We’ll have an action plan to move to an alternative site that might not be impacted, so you don’t have to worry about missing your monthly revenue target due to disruptions. We also train our agents to be prepared for the unexpected. But our overriding strategy is to always, consistently overdeliver on leads – so you have a little wiggle room and are able to maintain.

Agility amid ever-changing regulations

In the highly regulated telecommunications industry, laws regarding when and how agents can call customers constantly change.

Predictive (where numbers are automatically dialed from a list of telephone numbers) versus preview (where agents can decide whether to proceed with the next call on a list) versus manual (which is what it sounds like) dialing strategies are primarily predicated by legislation in the calling area. Your partner needs to be flexible enough to adapt to new legislation in a manner that still produces results for your business.

VXI’s dialing strategy, collaborative mindset and flexible approach have proven to be a recipe for telesales success. We invite you to learn more.

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