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What Issues To Expect Employing Voice Blasting To Create Leads
By: David Seldon

A normal expectation among new voice blasters or concerns thinking about working with voicemail broadcasting is that a great majority of their responses will turn out to be good leads. In most cases this is not true. Nevertheless, despite the fact that a fraction of live transfers end up being worthwhile leads, autodialer broadcasting can be utilized cost effectively in numerous instances, given a thoughtful plan and sound business measurements.

If a telemarketer is dialing a pitch to live-answered numbers only, and receiving press one live transfers to sales staff, we've seen many winning campaigns that receive only a 15%-25% "long call value". (Here a long call is characterized as a call where both individuals are on the call at the same time for a minimum of 1 1/2 minutes.) And this is not to mean that most of the "long calls" turn out to be classified as quality leads by the telemarketer. Far from it. Some telemarketers have told us that many times only 1/2 or even less of the long calls are qualified leads.

This is why it is essential that a concern think about their business measurements carefully as they launch a voice broadcasting program. For example, if their overall cost for a "long call" is $25, and 1/2 of them are worthwhile leads, and they can in time close 1/4 of the worthwhile leads, then the cost of a deal for them is $200. If the profit for a single deal is not a lot higher than $200, their own business systems may make it impossible to employ voice broadcasting profitably.

These numbers will differ widely among different types of businesses, and are affected by both the script as well as the target dialing list. For example, the make believe firm "Wonderful Web Widgets", wanting to sell website services to small business, would be wasting money to dial a campaign to an "all businesses" list, since such a list would include large firms (which they're not targetting), along with numerous small businesses that have not found a need to have a website.

Why send a message to beauty parlors and accountants if these types of businesses aren't usually concerned with websites? This simply raises the cost of the reduced number of quality leads that are produced.

Another thing to deliberate is the mode of the telemarketing program. The example above concerned a message delivered to live-answered phones. How about answer machine / voicemail broadcasts?

For most industries, the response value for the live delivery - live transfer broadcast is between 0.6% and 1.0%. Which turns out that for every 100 calls delivered to a live answered number, there is less than 1 transfer.

For a campaign that delivers pitches on answer machines, the numbers will be significantly less, because the prospect will have to have sufficient interest to make a not of the callback number, and then dial it back, consuming a lot more work than simply "pressing 1" during a live message. These results are impractical for us to track, due to the fact that the calls back to the broadcaster don't utilize our dialing system, but broadcasters who use this method have told us that the call back ratio is often 1/4 to 1/3 of the live transfer rate for a similar script.

For a person thinking about utilizing voicemail broadcasting as a lead production system, the script is important, the target market is critical, and the basic business systems are probably the most important factor to consider when planning a lead generation broadcast.

Article Source: http://www.dollarchurn.com/articles

David Seldon operates LivePhoneLeads.com providing voice broadcasting services for businesses. Find more informative articles about voice broadcasting at Live Phone Leads.

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