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If it seems like Conversational Marketing is the hottest old trend in business, it’s because it is. You’ve likely read countless blogs and book chapters that focus on how you should be having more conversations with your prospects at every stage of the buyer’s journey. Theoretically, it makes perfect sense - being able to talk directly to your prospects and focus on their specific product needs and queries not only strengthens your relationship but also feeds your team with valuable information you can use to power up your outreach strategy and improve your product.
The problem with putting this into practice in the past was that, with the technology available, you could not scale these conversations. As your business grew, so did your marketing and sales teams, and the many processes your company had to introduce in order to communicate with customers.
Today, the picture has radically changed, as there are great tools available that allow you to have conversations at scale. From the use of CRMs, to email and phone call automation, having a conversation with every prospect (no matter how big your business is) is now a relatively simple reality.
Cue in conversational AI Voicebots.
Automating your phone calls with human-sounding Bots is a great way to add 24/7 customer support and sales assistance to your process, initiating conversations with prospects when they are at the highest level of intent. As prospects interact with your content and move through each stage of the buyer’s journey, adding VoiceBots not only provides you with an extra opportunity to qualify prospects but also gives you a great hook for the next call.
But how do VoiceBots exactly fit into the inbound methodology? Keep reading to learn how to introduce conversational calls at every stage to add more value to your customer’s journey.
Attract: This stage is all about creating brand awareness, and getting the right people to look at your product and develop a true interest. At this point, most visitors are strangers, still figuring out your product and features - they want to know what you’re offering and why it’s valuable. This is where a call from a VoiceBot fits right in: you can create a custom VoiceBot to call every inbound lead that visits your website or checks out one of your blogs in order to share similar content or invite them to a live webinar. The VoiceBot will reach your targeted contacts in real time, while also adding a human touch.
Convert: When you start getting more information about your prospects, having a valuable conversation is crucial. After you’ve peaked their interest in your product, it’s important to focus on getting them a meeting with someone from your sales team. Use all the information from your website to your advantage, like the detailed information you get from form submissions. Leverage a VoiceBot to call prospects on behalf of your sales team and book meetings automatically in their calendars. VoiceBots are also great to call and remind prospects of upcoming demos, and to make sure your closers (sales reps) have appointments to go to. You can use VoiceBot playbooks, a.k.a pre-packaged call scripts and automated workflows, to target similar prospect profiles and journeys, and route the right prospect to the right rep.
Close: When your leads reach this stage, time becomes crucial. One forgotten call or follow-up can give your competitors an advantage. A VoiceBot can serve as support for your sales team, especially as your business grows. Automate follow-up calls after every meeting, customer proposal you send, or conversation you have with your leads, to ensure no one falls through the cracks. A VoiceBot can handle the chase while your sales team focuses on the sale.
Delight: Delight your customers with quick and convenient assistance, answer FAQs and provide basic customer support with available data. With a VoiceBot handling these tasks, you ensure you’re always present for your customers. Using a VoiceBot at this stage allows your customer service agents to focus their time to more delicate or complex calls, increasing customer satisfaction while lowering agent workloads.
Having a human-sounding VoiceBot carry out phone calls to reach your inbound leads guarantees a proactive approach to having valuable conversations with all your prospects. At scale, this means you are getting in touch with every lead from the start, helping you build a close relationship with prospects and eventual customers. One great thing that a VoiceBot can offer is assistance to both your marketing and sales teams. Marketers can use conversational Bots to increase personalization and engagement, while sales teams can use them to follow-up with prospects and amplify their abilities to close deals.
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So, you’re looking to further enhance your sales efforts with Conversational Sales? That’s awesome! A great way to personalize conversations with your prospects, no matter how many you have, is by using AI Voice Bots for your sales calls.
Using AI Voice Bots will improve your conversion rates, as you will be approaching your prospects at their highest level of intent when they are in your website, reviewing your content and getting more information about your company and product. The Voice Bot will carry out personalized sales calls and follow-ups anytime, qualifying and nurturing prospects while your team focuses exclusively on closing deals and other revenue generating tasks.
Here, we’ve got our own Voice Bots working hard for us in both prospecting and nurturing leads. Not sure where to start? Based on our results we’ve put together 3 best practices to get you started with AI Voice Bots.
A high rate of no shows leads to decreased motivation and unmet sales goals. We’ve talked before about ways to get your prospects to show up to a demo, highlighting a consistent follow-up system of emails and calls. You could have your team organize an email/call combo, as long as you don’t have many appointments to set. However, at scale, you would need someone to be exclusively dedicated to following up with prospects. This will expand at the same rate as your company does, increasing your Sales team and costs, without need.
The answer to this problem is Automation by using AI Voice bots.
Bots are not a new thing in the tech world. Big players like Slack and Drift have built sophisticated chat bots, allowing users to interact and communicate with bots in real time, which in turn reduces time spent in everyday tasks like setting reminders, scheduling appointments, and monitoring website activity.
Voice bots take this to the next level. Thanks to recent developments in Natural Language Processing (NLP) and Machine Learning, having a full-on conversation with a bot is not as far away as we once thought. By using Conversational User Interface (UI), a Voice Bot can understand and easily communicate with a person about a particular subject without being restricted by scripted scenarios or pre-recorded messages. In fact, recent announcements by Amazon and Google show us how complex these voice tasks have become. The most recent launch of the Echo Show, brings Alexa to the screens, mixing the well known voice tasks with visual cues and aids. Google, showed us a whole new level of sophistication with Duplex, an AI that managed to carry out a full phone call and schedule an appointment.
Duplex takes us to a new era of business development. The voice channel is still the most used in interactions with customers, representing about 70% of total traffic volumes - yet not much has been done to improve or radically change how we carry out phone calls, historically exclusively made by people. When you start scaling up, automation becomes a necessity to organize a high volume of leads and properly qualify each one. We're starting to see more advanced human-to-bot interactions in complex conversations, like the ones carried out in prospecting/sales calls, hinting at AI Voice Bots managing various revenue generating tasks.
AI Voice Bots - or your sales team’s own AI Sales Assistant - take care of time-consuming tasks, such as scheduling meetings, reminding leads of an upcoming demo, helping clients make a payment, or prospecting a lead over the phone. When email automation alone is not enough, an AI Sales Assistant ensures no leads fall through the cracks, helping sales and marketing teams focus on delivering the best prospect and customer experience.
Here are 10 ways you can integrate a Voice Bot into your Sales and Marketing efforts.
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