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Outsourced Call Handling Benefits From Recession

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Companies House have revealed that the number of UK registered companies increased by over 7,000 during May this year.

According to The Office for National Statistics, (for the three months to April 2011) the number of employees and self-employed people working part-time, because they could not find a full-time job, increased to the highest figure since comparable records began in 1992. With more than 35,000 people delving into the world of self-employment last year, there are now almost 4 million small-business owners and freelancers in the UK. continue reading

Call Handling: How to improve it.

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Boy do some companies do a terrible job answering their calls!

Whilst completing my University degree and working part time answering incoming calls I estimate I’ve answered (roughly) 24,000 calls and I’d like to think I became quite skilled at what I did – perfecting the art of handling all types of calls and in all kinds of situations dealing with a range of callers from the angry to the hysterically.

Now I’ve graduated and I’ve moved on into the mysterious realm of the sales team I am now very much on the other side of the fence. I’ve now made hundreds of calls to different companies and I’m now experiencing all kinds of receptionists and they are not all doing a very good job.

I have pinpointed my top 5 pet peeves continue reading

3 Great Reasons not to use a Telephone Answering Service.

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Much to my bitter disappointment not every organisation needs us. You could be missing zillions of calls and you should still keep your money in your pocket and not spend it with us. So why not?

Well it’s because, as I spend much time explaining to our new staff, nobody wants telephones answering they want the benefits it brings and you might not want the benefits we’ll give you.

So let’s look together at some of the reasons not to buy our call answering services;

1. “I don’t want any more business”

I’m constantly pushing our business forward but there are business owners out there missing calls, chucking new sales opportunities away and they are completely happy with the situation. They know about the unanswered calls and they’re just not bothered. And it’s because they don’t want the hassle and stress involved with expansion.

Lee our web developer is a bit like that. He’s often difficult to track down by phone but he’s now worked for himself (and on his own) for 6 years. He strikes me that he’s very happy with his lot. He’s got no staff, no pressure and no hassle.

So if you don’t want to expand, don’t contact us.

2. “All of my new clients are recommended to me”

Lots of our competitors spin the old yarn that “such and such” a % of callers won’t leave messages on answerphones. It’s a load of rubbish, rhubarb and they’re downright wrong.

As we’ve blogged about before lots of people leave messages on voicemail and the callers most likely to leave messages are the people who already know you and the potential new clients who have been told all about your wonderful products and services by your existing customers. The other side of the story is that the people most unlikely to leave a message are the people responding to your marketing who have no relationship with you.

These referred enquirers however will jump through a lot of hoops to get to you so you don’t need us to capture your calls.

3. “If they can’t get through they’ll ring back”

In lots of situations this is the case. If you’re number 45 in the call queue at the Tax Office or you need to make a claim on your motor insurance then you’ll wait. You might not be happy about it but if you absolutely have to talk to them you’ll keep calling.

Likewise if you are the only supplier of diamond encrusted garden gnomes and there’s a big demand then you don’t need to spend money with us improving your call handling efficiency.

However if you are in a competitive market like the rest of us then maybe you’ll want to give the best service you can.

I’ll be posting about some other good reasons not to use an outsourced call handling company later in the week but feel free to add your own ideas.

Martin Blain
Sales Director

Small Business Owners – Should you tell your customers that you use a telephone answering service?

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Most small business owners face the challenge of deciding when to start letting go of certain tasks to enable their business to reach its potential. When the business is in its infancy you will be protective of your ‘baby’ and feel that you need to do everything for it. However, your business stands a greater chance of becoming a larger, more profitable enterprise by benefitting from the skills and experience of other people.

Letting go of answering your telephone calls can bring huge benefits to a growing business so it’s important that your customers recognise is at a positive change rather than a negative one. Remember that your customers may have got used to speaking with you in person, so what happens when, unexpectedly, there is a new voice on the phone asking them to spell their name?

Unsurprisingly, the customer can be put out by this. Thoughts like ‘why don’t you want to speak to me anymore?’ and ‘I don’t want to feel like just another customer – I want to feel valued’ could start to crop up. Negative moments of truth like this may lead to your valued customer feeling undervalued.

To overcome this there are a number of things you can do to help your customers appreciate why you are using a telephone answering service:

1 – Telling them beforehand – You may want to directly communicate to your customers the positive change you are making by outsourcing your calls. If they can see you are making improvements to your business through a desire to be more successful they should understand and share in the benefits the telephone answering service will bring.

2 – Telling them at the start of each call – Many of our customers choose to have their calls answered with their company name followed by “answering service” or “out-of-hours helpline” to let the caller know that they are not speaking directly with the business. This helps the caller to understand that, although they may not be able to speak directly with the person they require, their needs will still be addressed.

3 – Telling them during the call – Managing the expectations of the caller is something your telephone answering service can do on your behalf. If during a call something crops up that can’t be answered or resolved the call handler can advise the caller they are working on your behalf of your business.

If you use a different technique why not share it here?

By Steve West

Marketing & Business Development Manager

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How should you prioritise your incoming telephone calls?

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It might seem a bit harsh, but the importance of a telephone call is often greater to the person making the call than to the organisation taking the call. Answering calls costs money so you should consider what return you are going to make from different types of calls and then target your resources accordingly.

You can prioritise different types of calls in a number of different ways:

• Consider using some sort of a IVR call platform before calls are answered e.g. press 1 for sales, press 2 for customer services etc.

• Use unique telephone numbers for different types of calls e.g. for sales, customer service and reception.

• If your telephone system allows it, set up ringing groups for each call type to present certain calls ahead of others.

• You could also use the routing facilities of “intelligent” telephone numbers to ensure your most important calls get picked up quickest.

But how should you rank your call types? Let’s look at some examples:

New Business Enquiries – Spending money on advertising and marketing without answering your calls is like trying to fill a bath up with water but forgetting to put the plug in. The leads will go down the plug hole – quite literally ‘money down the drain’. You can recognise companies that maybe haven’t considered this if you pick up a Sunday newspaper and telephone some of the advertisements. Those that don’t answer have forgotten to put the plug in the bath! It makes sense to answer new enquiry calls but ignore existing customers at your peril.

Customer Service Calls – Deciding what impact your handling of customer service calls will make on your business profitability is another complicated issue. How unique is your product or service? If you are the TV licensing authority then you can get away with answering 50% of your calls confident that people will call back but for most commercial organisations this level of poor service would be suicidal. Commercial realities play a part in deciding how much you should invest in telephone customer support. If you are in a very price sensitive market you may not be able to invest in post-sale support and even if you did would it encourage buyers to pay you 20% more when they are next in the market? It’s not for no reason that many PC manufacturers base telephone customer support offshore to reduce costs. The point to remember here is ‘how are my existing customers going to react if I don’t meet their customer service expectations?’

By Steve West

Marketing & Business Development Manager

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Businesses burn the midnight oil

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When I started working  Tescos (yes, I’m not that old, there were Tescos even then) would slam the door in your face at 5.30pm, they had a half day on Wednesday, begrudgingly opened Saturday and would have been committing an offence if they opened on a Sunday. Today we expect to be able to ring our bank 24/7 and shop 7 days a week.

Are we heading the same way in the business to business (B2B) world?

Maybe.

Simon Milner, one of our new business guys, forwarded me an article about website data from One Business Insurance revealing that the peak time for online enquiries is between 9pm -2am on a weekday closely followed by between 5-7pm on a Sunday.

In one month alone 62 per cent of those enquiring about business insurance did so outside normal working hours

“These figures really do highlight the fact that those running small businesses are never off duty,’’ said One Business Insurance Solutions operations director Darren Box.

He said enquiries ranged from shop owners looking at dedicated retail insurance through to those wanting to know more about van insurance, public liability and business interruption insurance.

Research highlights:
•62 per cent of online requests for insurance were made outside normal working hours
•46 per cent of these out of hours requests were at weekends
•The peak time for out of hours requests was between 9pm and 2am on a weekday

These numbers back up our own in that we take 40% of all of our calls outside of traditional office hours.

So if you are B2B what hours should you be answering your calls?

Martin Blain

Sales Director

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Top 12 Telephone Answering Tips

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Telephone answering skills are critical for businesses. The telephone is still most business’s primary point of contact with customers and the way you answer your company’s phone will form your customer’s first impression of your business. These telephone answering tips will ensure that callers know they’re dealing with a winning business – of course, if you dont want to do it yourself Office Response can handle all your calls for you:

1) Answer all incoming phone calls before the third ring if possible – this shows whoever is calling you that you value their call.

2) When you answer the phone be warm and enthusiastic. Your voice at the end of the telephone line is sometimes the only impression of your company a caller will get.

3) When answering the phone,welcome callers courteously and identify yourself and your organization. Say, for instance, “Good morning. ABC Construction’, Andrew speaking, How may I help you?” No one should ever have to ask if they’ve reached such and such a business.

4) Enunciate clearly, keep your voice volume moderate, and speak slowly and clearly when answering the phone, so your caller can understand you easily.

5) Control your language. Don’t use slang or jargon. Instead of saying, “OK”, or “No problem”, for instance, say “Certainly”, “Very well”, or “All right”. If you’re a person who uses fillers (known as vias) when you speak, such as “uh huh”, “um”, or phrases such as “like” or “you know”, train yourself carefully not to use these when you speak on the phone.

6) Train your voice and vocabulary to be positive when phone answering, even on a “down” day. For example, rather than saying, “I don’t know”, say, “Let me find out about that for you.”

7) Take telephone messages completely and accurately. If there’s something you don’t understand or can’t spell, such as a person’s surname, ask the caller to repeat it or spell it for you. Then make sure the message gets to the intended recipient.

8) Answer all your calls within one business day. The early caller can get the contract, the sale, the problem solved… and reinforce the favorable impression of your business that you want to circulate.

9) Always ask the caller if it’s all right to put her on hold when answering the phone and don’t leave people on hold. Provide callers on hold with progress reports as the call progresses. Offer them choices if possible, such as “That line is still busy. Will you continue to hold or should I have ________ call you back?”

10) Don’t use a speaker phone unless absolutely necessary. Speaker phones give the caller the impression that you’re not fully concentrating on his call and make him think that his call isn’t private. The only time to use a speaker phone is when you need more than one person to be in on the conversation at your end.

11) If you must use an answering machine to answer calls when you can’t make sure that you have a professional message recorded and gives callers any other pertinent information before it records their messages. Update your answering machine message as needed. For instance, if your business is going to be closed for a holiday, update your recorded answering machine message to say so and to say when your business will reopen.

12) Train everyone else who answers the phone to answer the same way, including other family members if you’re running a home-based business. Check on how your business’s phone is being answered by calling in and seeing if the phone is being answered in a professional manner. If they don’t pass the test, go over this telephone answering tips list with them.

Small Business Owners Driving Business Again!

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New research from Vodafone UK has revealed that British bosses have doubled the time they spend growing their businesses compared to six months ago.

With two thirds of small and medium sized businesses positively changing the way they work as a result of the recession, the average boss now spends almost a third of their working week solely on planning and delivering growth (30%) against the 13% they spent towards the end of 2009.

The first part of the research conducted late last year, found a quarter (24%) of small business bosses became tied up in administration and non essential tasks rather than driving the company forward. Almost half a year on, barely one in ten business bosses prioritise administration or back office tasks above a focus on growth.

In the end, results speak for themselves. The research uncovered that bosses who spend half of their time (or more) “at the helm,” are 30% more likely to be experiencing growth than those who don’t.

There are still key lessons to be learnt, however, such as delegation and effective time management. The average SME boss spends almost two working weeks every year dealing with multiple suppliers across areas such as IT support, telecoms and payroll (nine working days), while a further seven working weeks is spent on clerical and administrative issues (35 days), according to Vodafone UK’s research.

Rob Shardlow, Sales Director for small and medium businesses at Vodafone UK, commented: “It’s encouraging to see that small busess bosses now recognise the need to return to the helm to focus on growth. To do this it’s crucial they partner with suppliers they can rely on to support the vital behind the scenes operations of the business, freeing up their time and energy while helping their business drive cost savings and efficiency.”

By Steve West

Marketing & Business Development Manager

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It’s Snow Joke

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Ok, sorry about the title.

I have been speaking to some of our customers about the effect the recent adverse weather has had on their business. Staff not able to attend work, deliveries waiting in warehouses, meetings cancelled, salespeople stood around idle – it all adds up. How much do you think the snow really cost your business?

And do you think anything could have been done beforehand to alleviate most of the problems?

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Service Delivery Managers – 3 Top Tips to outsource your telephone calls stress free

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For Service Delivery Managers providing your service or product to customer’s expectations is a skill that needs constant tweeking. Add to that a constant pressure to reduce your operational costs and you may start investigating what can be outsourced. The high cost of answering calls in house, especially outside of normal business hours, means that outsourcing them to a trusted partner for financial reasons is a bit of a ‘no brainer’ and is something you should consider.

But a question many Service Delivery Managers ponder is “how painful is this going to be?”

Let’s try to calm your nerves:

“I’ll lose control of service levels” – No you won’t. Make sure your outsource partner provides these as standard and you will keep control:

“They’ll never be able to do it as good as we can” – Talk with your outsourcer about what standards you expect from the start and what to work towards. Remember most outsourcers spend all their time managing other people’s procedures and technology so they will have a good idea of what you are trying to achieve. As long as you can provide all the information that a call handler will need to manage the caller’s expectations, and agreed procedures so they can then act upon that information, you will be surprised how well they can represent your business. You might even end up duplicating your outsourcer’s processes within your own business.

“The handover will be a nightmare!” – With all the project management experience in the world there could be something you may have overlooked.  A good outsourcer will look for teething problems in the early days and sort them out quickly. Talk with your outsourcer to share best practises and discuss any concerns you may have. Again, remember that they will have managed many migrations from customers systems and procedures to their own and should have lots of hands on experience to share with you. In short, they can probably help you more than you think.

By Steve West

Marketing & Business Development Manager

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