There are two broad methods to optimize connect rate of outbound calls of your contact center:

Either you improve the efficiency of the calling process by upskilling your sales team to achieve a high rate of conversion, or you focus more on volume. The more calls you make, the higher the chance of a conversion.

But to follow the latter strategy, you need to hire more representatives, and then you need to train them. Naturally, this will increase the company’s operating costs. But we are looking to lower the company’s expenses.

So, shall we follow the former strategy?

Not exactly.

The reason is if your connect rate is very high, this indicates your salesperson is spending a lot of time connecting to the leads. A lot of effort is being put into taking the leads to the next step.

You’re spending time here. And time is money. If leads are not converted at the right time, they will lose interest, and you’ll lose them at some point in the conversion process.

It’s always better to have an average connect rate with a good conversation number than a high connect rate with a low conversion number.

So, the ideal strategy is to maintain the balance between the former and the latter method by determining your optimal connect rate range.

Here are three ways to optimize your connect rate:

1. Use a Predictive Dialer

Use a predictive dialer to get the best out of your outbound calls. It helps you optimize outbound calls of your contact center and saves a lot of time that sales representatives can use to reach out to more target audiences.

Predictive dialers replace all manual processes of creating a list of the quality leads, finding their contact numbers, and dialing. It automates all these steps and helps the sales team focus more on clients rather than these repetitive tasks.

2. Use Mobile Screening Technology

Mobile screening technology is a support system for your predictive dialer.

Generally, outbound calls are dialed to mobile numbers only. But one out of every third mobile number is either out of network or roaming – which means clients won’t be able to pick up your call at that time.

This mobile screening technology helps you find the status of the mobile numbers and stops the predictive dialer from calling those numbers that are not available right now. It supports the predictive dialer in rescheduling calls also.

3. Use a Local Number

The first thing a person notices before picking up a call is the mobile number calling him. If the number flashing on his screen looks shady with weird prefixes, he most likely won’t pick up the call.

So, use this local number presentation feature. It will flash your caller ID similar to the local number your target customer is using. It will infuse trust in him. Chances of picking up your calls will increase by 35%.

Final Thoughts

Follow these three steps and optimize your connect rate. In the end, when your client picks up your call, you should sound like a human.

The biggest mistake most of the sales representatives make is sounding like they’re reading from a script in outbound calls.

How do humans sound? Natural and full of emotions. This is how you should communicate to your target clients, which will boost your conversion rate.