7 Tips for Running a Successful Outbound Calling Campaign

βˆ™
8 min read
CRM

Outbound calling is a staple of your sales funnel. It's a successful sales strategy for contacting and interacting with new target audiences. Data show that 69% of your clients are willing to accept cold calls, even from a new company.

You can use several metrics to gauge the success of your outbound call center campaign. Consider the types of calls for your conversion rate while setting it up. Here are some guidelines for managing an effective outbound dialing campaign as part of your marketing strategies.

Table of Contents

Establish SMART Goals and Clear Key Performance Indicators (KPIs)

Goals help determine the length of your campaign and sales tactics. Additionally, these can help you understand your requirements for a successful outbound call campaign.

To make your goals and KPIs clearer for your reps, focus on the following;

  1. The total number of persons you wish to call. Remember, knowing how many individuals you need to call daily, monthly, or overall can affect your campaign.

  2. The expected and actual daily call volume. You should know how many agents you need to accomplish your daily call goals. Consider that an average call agent can make up to 52 total calls per day.

  3. The intervals and the frequency of your first calls can help you introduce additional agents or combine other strategies like SMS or email.

  4. The average length of each call enables you to decide how many agents you need. On top of that, you must also consider how you can reduce or better use your time.

  5. Understanding the average handling time can help develop efficiencies in the conduct of your calls and help salespeople complete outreach to more qualified leads and increase the total number of calls.

There are other goals you may consider. There's feedback, especially for customer satisfaction. You may also schedule follow-up phone calls to discuss the previous topics further or remind people to continue past talks. Furthermore, your contact center can adjust its messaging and build more effective contacts if specific goals exist for your outbound calling.

Related Reading: Social Media KPIs You Should Monitor | FiveCRM

Remember That Timing Is Everything

There are no exact "ideal times to cold call." Different businesses have discovered varying results based on their performance. In most cases, the optimum time to make a cold call to a potential customer is between 4 to 5 PM., then from 11 AM to 12NN. 

Avoid making calls or leaving voicemails during busy times, such as Monday mornings or lunchtime. These are times when it's less likely that a prospect would pick up the phone. Also, avoid making calls on weekends, after hours, early mornings, or even federal holidays.

Strategize and Take Advantage of Segments

Conduct audience research and pay closer attention to who you call and when you call them. Think about your old customers and their demographics. Look at their past purchases or past marketing initiatives.

To better understand, target, and nurture these potential clients, consider these segmentation tips:

  1. Look over your contact list

  2. Conduct a quick LinkedIn search, as a sales representative can find valuable information can be found here.

  3. Search them on social media

  4. Launch a call campaign for pre-qualification and research for your prospective client's data

Gather your potential client's age, location, gender, and career. Then, create segments for each piece of information to meet your market research needs.

Related Reading: Improve your outbound calling sales strategy with these 7 steps! | FiveCRM

Test Your Outbound Sales Marketing Tactics

Outbound call campaigns must undergo several tests. These pertinent tests include area-based, industry-based, gender-based, business size-based, time-based, and age-based testing. Remember, the success of your marketing campaign depends on two things—testing it and segmenting your prospects.

Before starting an outbound calling campaign, agents can prepare by practicing the following methods:

  1. Encourage agents to collaborate on exercises by dividing them into groups. Let them practice with mock calls while receiving constructive criticism.

  2. Provide feedback using call monitoring. Managers can listen in on an agent's call and provide input to help the person perform better.

  3. Adjust the dialogue till it sounds more natural for the agents to carry it out.

  4. As they practice, ask the agents for comments on improving the script.

Prepare To Engage Your Prospects

While inbound calls are comfortable, consider cold calling part of your phone system. Remember, first impressions last. So, your salespeople must take your clients by the ears with an outstanding, straightforward, honest, and upbeat sales pitch. Even if your product isn't in your prospects' minds now, they'll probably return to it as soon as it is.

Excellent outbound call script components include:

  1. A brief introduction

  2. Your qualifications or experience

  3. Your primary reason for calling

  4. A discussion aimed at fostering relationships

  5. A practical next step or call to action

Related Reading: 10 Best Outbound Call Center Software Solutions 2022 | FiveCRM

Use incentives to motivate your salespeople

Cold calling a long call list can be an arduous activity for any salesperson; a key element of a successful outbound strategy is to determine an appropriate incentive program for your reps. Incentive programs can be based on two broad areas:

  1. Results: Providing incentives to salespeople based on your desired outcome for cold calling is the most effective way to ensure that performance is achieved. Results could include appointments being set, meaningful conversations, or webinar sign-ups. This should be focused on the desired last touch for the outbound caller.

  2. Effort: Providing metrics for salespeople to achieve can be a good baseline to demonstrate how many calls should be made in a standard working day. The effort metrics are best used when coupled with results to ensure that reps are achieving the outcomes that are going to drive new business for the company.

Track the Key Element for a Successful Campaign - The Calls

Caller ID and phone number tracking are only two aspects of sales call tracking. Using this procedure, you can learn how each unique caller discovered your company. Call tracking enables you to monitor the campaigns that generate phone calls for your company. Additionally, power auto-dialers also work for this.

Integrate Your Call Automation Strategies Using FiveCRM

Almost every step of the sales cycle can be automated. On top of that, your sales team members can streamline various outbound call strategies by outsourcing and predictive dialing. Of course, finding the best outbound call center software for your business is another option you can consider if you want to optimize data management.

Regarding telesales, telemarketing, and lead generators, FiveCRM offers you the all-in-one customer relationship management system you need. This flexible, comprehensive platform fully adapts to all your company requirements.

Here are FiveCRM's top features that can help you run a successful outbound sales marketing campaign:

  • Sales efficiency for your outbound calling efforts. Manage call-backs, workflow automation, and automated dialing sets to reduce your call transition time.

  • Telemarketing - Manage up to 999 separate databases with the possibility of unlimited data storage to scale and grow your business.

  • Lead Generation - Equip yourself with specialized performance and marketing tools to monitor operational performance and capture as many sales lead as possible.

  • Lead Management - Exclusive lead scoring is customizable to your sales pipeline, allowing you to focus on the most impactful leads throughout your sales cycle.

  • Account management - With FIVECRM's flexible platform access, managers can track and obtain real-time data on their department's performance and utilize critical metrics to increase sales growth.

  • Predictive dialer - With FiveCRM you have a number of options for integrations with a predictive dialer of your choice to help you increase the number of sales conversations your reps are having.

Contact hello@fivecrm.com to schedule a demo. Or get FiveCRM today! Power your outbound call campaigns using the best CRM software solution for your team.

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