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:
- Schedule adherence
- 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.
Customer experience is often highest on the priority list for businesses. But in a post-pandemic world, organizations are looking for ways to improve the agent experience as well. By raising the importance of agent concerns to the same priority level as customer concerns, organizations can dramatically improve employee satisfaction levels, optimize the efficiency of individuals, and demonstrate best care practices. These steps can also improve agent recruitment and retention. The benefits also translate into a positive customer experience. Happy agents equal happy customers.
Here are three ways to enhance and improve the agent experience with voice technology.
Challenge 1: Authentication. A renowned technology research firm, Opus Research, has “long seen zero-effort authentication as a necessity for creating trusted links between brands and their customers.”
Solution: Voice biometrics provides a convenient and secure form of authentication for customers and an effortless task for agents. There are two types of voice biometrics, Active and Passive.
Active Voice Biometrics means that the customer enrolls by repeating a set phrase. On subsequent calls, the customer speaks their passphrase, which is compared to their stored enrollment voiceprint.
Passive Voice Biometrics means the customer is seamlessly enrolled by capturing historical or real-time audio. Enrollment is completed by recording the customer’s unique voiceprint during an initial conversation, not a specific phrase. On subsequent calls, customer’s conversational voice is compared to their stored voiceprint. A customer speaks with an agent and is transparently verified within the agent desktop.
It’s secure and effortless, turning a common pain point for agents into a seamless experience.
Challenge 2: Fraud. Right now, attackers are shifting from spoofing to using virtual call services since they are anonymous and untraceable. These fraudulent calls are legitimate calls that can be placed from many devices from anywhere in the world. This allows fraudsters to bypass spoofing detection technology with numbers unrelated to a record. Fraudsters then use social engineering on agents to grant them control over a customer’s record.
Solution: With Passive Voice Biometrics, agents themselves can help identify fraudulent activity in real-time. If a customer’s voiceprint does not match the one on file, the agent will be alerted of the voiceprint mismatch. The agent can then pass the warning signs to the fraud department to initiate investigation—while the call is still in progress. By giving these agents greater peace of mind, and the fraud department greater resources, everyone is protected and more productive.
Challenge 3: Containment. With greater reliance upon the contact center to solve customer issues, the workload of agents rises daily. Without intelligent proactive outbound communication and robust Automatic Speech Recognition and Text-to-Speech technology, customers route to agents for menial tasks to mine information that could be accessible ahead of the need/ask.
Solution: LumenVox’ Automatic Speech Recognition and Text-to-Speech enable automated yet dynamic and personalized interactions with customers within the IVR. This improves containment and reduces Agent Handle Time, as customers gain immediate access to relevant information, often removing the need for a live agent. With the use of Call Progress Analysis, agents’ time can be spent solely on live interactions with customers. Call Progress Analysis is a novel predictive dialer technology which uses Voice Activity Detection (VAD) to quickly and accurately classify whether calls were answered by a human or a machine. With this technology as well as statistical analysis, adjustments and feedback, agents can achieve optimal performance.
Voice technology can be leveraged in a variety of ways to shave valuable minutes from each agent’s workload. This translates into benefits for the business, for the agents themselves and for customers.
Find out more about LumenVox’ complete Voice Technology Stack here.
The International Avaya Users Group is holding its second annual online virtual event: IAUG Wired, this Tuesday, February 10, 2021. We were able to attend last year in Phoenix, Arizona, and can speak to the exciting engagement it offers.
The best part about this year? You don’t have to leave the comfort of your office or home to participate. It’s completely virtual and accessible from anywhere. IAUG has a host of panelists delivering highly interactive, 3D virtual environments, breakout sessions, and interactive partner exhibits within the virtual show floor.
As a proud sponsor, LumenVox will have a virtual booth to showcase our best-in-class voice technology. We’ll have a plethora of information on the LumenVox Avaya-compliant, speech-enabled contact center applications including:
Call Progress Analysis ensures outbound message delivery and is currently beating the competition with 98.6% accuracy of over 500 million outbound calls per month. As an enhancement to the Avaya Proactive Outreach Manager, you can ensure the message is delivered successfully and clearly. No cutoff. No miscommunication.
Automatic Speech Recognition converts spoken audio into text, providing users with a more efficient way to interact with automated systems. Increase IVR containment by allowing callers to self-service.
Text-to-Speech provides the voice output for conveying information to callers – further assisting with containment. With Text-to-Speech you can speech-enable your telephony platform or software application.
Learn more about our offerings here: Speech and Authentication Solutions for Avaya
Want to chat with us during the event (Feb. 10, 2021)?
- Go ahead and log in before registering if you have an IAUG account. Members will also have access to the recordings. For inquires, contact firstname.lastname@example.org.
- Register here. By registering for this event you are opting in to have your name and email visible on the event platform while the event is live in order to participate and interact with attendees and speakers. If you are not an IAUG member already, you will receive a basic entry-level “affiliate” membership after the event.
Speech technology can truly bring the customer experience to life, but it takes a unique blend of creativity, technology, and hardware to do so. We recently interviewed LumenVox Software Engineer Shaun McThomas to gain his perspective on the art of integrating speech technology with IVRs to enhance the customer experience.
Hi, my name is Shaun McThomas. I’m a Software Engineer at LumenVox, and today I’m here to talk to you about creating next-generation conversational Interactive Voice Response systems. IVR for short.
What are the biggest issues facing customers and IVR-s today?
One of the biggest issues with IVRs today is that callers are forced to follow a rigid script. It’s not a conversation, it’s an interrogation. First, they are asked, give me this bit of information; then they are asked for another bit and another bit. There is no flow like you would have with another person, just a series of “painful, tiny steps”, making the whole process ridged and uncomfortable for the caller.
Another issue is you often get trapped in IVR jail there is no escape route. You are forced to listen to the very end of the prompt before you can respond, “This isn’t what I want; let me go back to the Main menu.”
What do you think the solution is to address these pain points?
Most of these issues are easily addressed with an artful blend of good design and use of modern speech recognition technologies, what LumenVox calls Speech Art. If you listen to the very best contact center agents within a business and model how they solve the same issues and how they question a caller, you’ll understand how callers really ask questions and can provide very lifelike IVR responses. By following this model, you can produce frictionless, intuitive (and personalized) interactions with callers, radically improving their experience.
The very first thing a good IVR should do is quickly identify who the caller is, confirm that assumption. Remember, a blend of technologies can make this easier. Look up the phone number they are calling from in your back-end systems and see if you can determine their identify from that. You can use both speech recognition and voice biometric authentication to make that process simple and easy if needed. More than likely calling from their cell phone, which provides a unique identifier.
Once you’ve identified the caller, use data available from your back-end systems to anticipate the reason for calling and personalize the next steps.
For example, if you’re a power company and a customer’s home is in the middle of a known power outage, assume that’s the reason for the call. Likewise, if you’re an airline and they have a flight booked on your airline that departs within the next 24 hours, assume that’s the reason for the call. Now that you’ve made an assumption, confirm that’s the reason they are calling with a simple yes/no prompt and if yes provide them with appropriate information. If they are not calling for that reason, ask them why they’ve called, but allow them to use natural language to answer. And always give them a way to correct themselves.
How does Conversational IVR work, exactly?
Conversational IVRs work by leveraging three key technologies, ASRs, NLU, and TTS. These aren’t the only piece to the puzzle, but they are important ones. Let’s talk a little about each.
First, there is Text to Speech (or TTS for short). TTS is the method to turn text into speech. This is key to allow you to easily ask questions quickly. It is important to use TTS instead of recordings to allow questions to be personalized. For example, when a caller first calls in and you want to verify them, you can use their name and directly ask if it’s them.
Next, there is the Automatic Speech Recognizers (or ASR for short). An ASR’s job is to take speech, recognize it as something meaningful, and then turn it into something useful like text. There are lots of types of ASRs. LumenVox’s new transcription ASR uses machine learning techniques such as deep neural networks for natural language processing. This is effective for transcribing text from human speech. Before this sort of technology existed, you had to constrain your recognizers to a limited set of words (called a grammar) that it could only recognize. Modern NLP models have a large set of words they can recognize allowing you can speak naturally, and it will be able to feed you back the raw transcribed text. Once the ASR has done its job, we have that text.
Finally, we need to use another technology, which is Natural Language Understanding or NLU for short. NLU takes this text and converts it into meaning, intents, and slots, for example:
The caller can say: “I want to fly from New York to LA.” And we parse out “to fly, New York” “destination, from LA.”
Using these three technologies we can create a conversation with a caller rather than a scripted interrogation. First, we would use TTS to ask the caller a question, then an ASR to get text back from the caller’s response, then NLU to understand that response, and then finally use that understanding to figure out what additional information we need from the caller or processes the caller’s request.
What sets LumenVox apart?
At LumenVox, we’re creating a Configurable AI Gateway that makes it easy to integrate many different NLU engines with our ASR. This approach opens the possibility to use widely available NLU platforms from IBM, Google, Microsoft, Amazon, and others with your existing IVR along with LumenVox ASR, TTS and Voice Biometrics.
Many technology vendors don’t offer choices in the combinations of ASR, NLP, and NLU that you can use to build a solution. Their entire suite of technology and tools is often proprietary, expensive, and because its proprietary, involves the use of expensive, dedicated professional service teams. At LumenVox we want to be able to easily integrate existing technologies with our speech recognition, text-to-speech, and voice biometrics software as part of the solution stack. We want to take the technology that’s already out there and make it easier for our customers to use.
Ready to take your contact center to the next level by implementing a conversational IVR? Contact us today!
Pivot Technology Services Becomes LumenVox Skills Certified
LumenVox and Pivot announced today that Pivot Technology Services (Pivot) has officially become a LumenVox Skills Certified Partner. LumenVox Partner Skills Certification demonstrates Pivot’s capability to deliver high-quality speech solutions based on the LumenVox speech automation suite. Pivot, a trusted provider and integrator of the world’s leading technology solutions and services, utilizes the complimentary LumenVox Automated Speech Recognizer and Text-to-Speech solutions to improve the customer experience and employee productivity within contact center agent portal environments.
“LumenVox is excited to see the facilitation of a large joint opportunity that the evolution of our partnership with Pivot has already brought,” stated Ed Miller, LumenVox CEO, “and we look forward to supporting their development of innovative and dynamic speech-enabled solutions.”
“Becoming LumenVox Skills Certified broadens the benefits for our customers by combining Contact Center solutions design and implementation expertise with the best technologies available. The earned partnership strengthens our strategic position in an underserved niche of the market between traditional VARs on one end and large IT service providers on the other,” stated Jeff Brinckman, Pivot Director of Customer Experience Solutions.
Contact center technologies are ever-evolving. LumenVox Automated Speech Recognizer and Text-to-Speech solutions add functionality and improve capabilities. With Pivot’s expertise and LumenVox’ world-class technology, businesses and their customers can now experience efficient and customized communication.
Pivot Technology Solutions has created a portfolio of operating companies and partners, differentiated in their respective markets by superior competencies and an unmatched commitment to total customer satisfaction. Through its portfolio companies, Pivot has built an organization with deep knowledge of the industry, an extensive partner network, and the implementation capacity required to take on large and complex projects. Additionally, through Pivot Technology Services, the Company offers a comprehensive portfolio of services on a global scale.
The Customer Experience Solutions Practice provides insight and technology leadership that enables organizations to adapt to changing market conditions in the client care space. Recognizing that 85% of customer interactions flow through the contact center architectures, Pivot helps organizations transform their contact center platforms into a strategic corporate asset that creates competitive advantages.
Interested in learning more about how your organization can leverage LumenVox’ suite of speech and authentication solutions by becoming a LumenVox Skills Certified Partner? Contact us today!
As our relationship with our partners mature, we find ourselves influenced to create and develop for their needs. We do not build something in hopes that our partners will buy it. We listen carefully to those around us and develop to their needs after the proper qualification is secured. Recently there has been a flurry of activity in Central and South America and especially in Brazil. One of our larger partners who have fully integrated our software into their platform, requested we develop a Brazilian Portuguese acoustic model. Given our willingness to please and our understanding of the market potential of undertaking such a venture, we recently agreed and added this to our ever growing list of languages. We used a novel approach to developing this model that we have been researching for quite some time and we think should satisfy most speech recognition applications.
The Brazilian economy is in a state that presents a favorable opportunity to increase automation to maximize their efficiencies. To answer this urgent call, LumenVox has expanded its ASR offering by creating a Brazilian Portuguese language model which will bring the number of ASR languages to 8 and the number of TTS languages to 23. Today LumenVox covers all of the America’s from Cape Horn to Cape Columbia and everywhere in between!
We will be doing a lot more with the Asian TTS languages in the future, once we figure out how to deal with some of the double byte issues in our Media Server. We just entered into QA with our new version so we should be able to share some details with you on this in just a few weeks.