Can Outsourcing Help Property Agency Increase Sales Efficiency?
In the property industry, success often depends on speed and consistency.
Missing a phone call may result in missing out on business.
However, many property firms encounter the same dilemma in that their sales staff are engaged in prospecting for most of the time and very little time is devoted to closing deals.
The purpose of this case study is to explain how one firm used outsourcing and predictive dialing to become more efficient in its outreach activities.
The Challenge: Plenty of Leads, Limited Time
Marketing efforts had been done extensively by the firm and this resulted in the constant stream of inquiries coming their way.
Everything seemed perfect on paper.
However, trouble started once the leads came through.
It was the responsibility of sales consultants to make contact with prospective customers, follow up on inquiries, make appointments, conduct viewings, and close deals. With increasing volume of leads, it becomes more and more challenging to keep up with follow-ups.
Some leads proved elusive during the first call, while others needed several attempts at follow-ups to become available for communication.
Why Traditional Calling Was No Longer Effective
Initially, the organization used manual calling.
A lot of time was spent by the consultants in dialing numbers, making the calls connect, and taking care of disconnected calls.
Though the consultants were putting in efforts, a lot of time was being wasted in non-revenue generating activities.
It became clear that just hiring more employees would not be able to resolve the issue.
The Solution: Outsourcing Supported by Predictive Dialing
In order to be more efficient, the company decided to collaborate with Log In Services.
Rather than making sales consultants do all the outreach themselves, part of their prospecting and follow-up process involved an actual calling team.
On the other hand, the outreach process was improved thanks to predictive dialing.
As opposed to conventional dialing, predictive dialing involves automatic dialing of various numbers, connecting only those who have picked up the phone.
In turn, this leads to reducing downtime due to:
- Unanswered calls
- Busy lines
- Voicemail messages
- Manual dialing
As a result, callers spend more time speaking with prospects and less time waiting.
The Results: More Conversations, Better Use of Time
Thanks to the presence of an outreach team along with the use of predictive dialing technology, the company managed to enhance its sales process’ efficiency.
Sales consultants were now free to concentrate on:
- Property tours
- Client meetings
- Negotiations
- Deal closing
At the same time, outreach work proceeded constantly behind the scenes.
The company was able to:
- Enhance client interaction
- Set more appointments
- Have better follow-ups
- Increase outreach capabilities
Most importantly, this was done without increasing the size of the company’s staff.
Key Takeaways for Businesses
Most property firms feel that there is a need for more sales staff in order to make more sales.
What they actually need is a better sales process.
Using outsourced assistance combined with predictive dialer technology allows a company to:
- Connect with more leads
- Better follow up
- Save time from manual operations
- Boost productivity of sales teams
For companies working in competitive markets, efficiency is just as important as lead generation.
Frequently Asked Questions
The predictive dialing technology is an automated dialing system that automatically dials numerous telephone numbers and only connects agents to calls when somebody picks up the call.
Outsourcing ensures that property companies maintain consistent communication, provide efficient follow-up with leads, and give sales representatives room to concentrate on securing the deal.
Yes! Predictive dialing increases the number of interactions between agents and potential clients. This can result in more opportunities to make appointments.
Outsourcing is very common in sectors where lead generation, customer relationship, and appointment scheduling take place. Other sectors include the insurance sector, educational sector, healthcare industry, finance industry, and beauty industry which also outsource to ensure constant contact, improve follow up ratio, and give room for core income generation activities.
Outsourcing allows companies to focus on their strengths as professionals specialize in making contact with and pursuing leads. Combined with the use of technologies such as a predictive dialer through artificial intelligence, one is able to make many calls and have better sales prospects.
There isn’t a straightforward answer to that. But many SMEs prefer outsourcing because of the low cost, easy setup, availability of experts, and ability to scale without any problems related to hiring and managing employees.
Yes, indeed. Many service providers provide advanced software for managing and monitoring campaign performance, call statistics, and key metrics.
Grow Your Sales More Efficiently
In conclude, lead generation is just the beginning. It is the follow up that will convert prospects into clients.
This is where Log In Services come to assist you in maximizing your outreach success by outsourcing, using artificial intelligence-based dialing, and sales assistance.
Smarter Outreach, Better Results.
Let us help your team spend less time dialing and more time closing.
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