Predictive dialing functionality: list selection's impact on productivity.

Dedicated to Predictive Dialers and Predictive Dialing Training, Education and Management

List Selection Features
by Judd Humpherys

Each list has different characteristics and demographics. The right demographics make the list more valuable to your campaign or project. After choosing the right technology, the lists you select for your telemarketing campaign will be the single most important decision you make in determining the success or failure of your project.

In real estate a property's value is determined by three characteristics:

Location – Location - Location

Similarly, in a successful telemarketing campaign your success is determined by the:

List – List - List

An outstanding offer made in an outstanding package but presented to a poor list will produce poor results. On the other hand, a mediocre offer, in a mediocre package made to a good list will produce good results.

When telemarketing agents makes presentations to prospects over the phone, their presentation is made up of four basic parts.

List Characteristics
Offer
Script and objection handling
Voice tone and inflection

Burnie Goldberg, one of the leading direct marketers and seminar instructors in the US, applies the following " success-of-the-program" percentages to each of these parts:

List 50%
Offer 25%
Script 15%
Voice 10%

While quality lists are normally more expensive, their results are from 500 to 1000 percent better. An example may be in order.

A mortgage company can purchase 90 million consumers on a CD from CompUSA for $100. It will be one to two years old, contain 25% renters, 20% disconnected numbers and 10% wrong numbers. Over 45% of the list is bad.

On the other hand, if the same mortgage company purchases a list of home owners with $15,000 of credit card debt, every person on the list is a potential prospect for a refinance or debt consolidation loan. The overall performance of calling the two lists mentioned above will be dramatically different.

Click for detailed information on:

List Management Features
Back to Tips on Managing Predictive Dialers

[ Feature Articles ] [ About TelemarketingSuccess.Com ] [ Home ]