As we all know by now, the jig is up, folks. The latest round of federal regulation has forever changed the environment in which we can contact customers and prospects by telephone. The national do-not-call registry has significantly reduced the callable universe. The 3% limit in the percentage of abandoned calls has decreased the number of contacts we can make and has increased the amount of wait time between calls.
These events and other federal and state legislation now prevent telephone marketing operations from doing what we never should have done in the first place:
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Call any number on any list without carefully targeting those individuals who might have the highest propensity to purchase.
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Turn up predictive dialer settings to artificially increase the number of contacts and sales per hour.
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Depend heavily on on-screen scripting to compensate for a lack of sales skills and product knowledge among poorly selected, trained and supervised representatives.
What do we do now?
So far, despite dire warnings from the industry, these regulations have not yet brought about our death knell. While some operations and programs will shake out, life
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