There’s a common misconception that implementing a contact compliance solution for DNC and TCPA compliance will hurt your marketing outreach, ultimately impacting revenue growth. However, this doesn’t have to be the case

It’s important to remember that compliance with regulations is not just about avoiding penalties but also about ensuring that your outreach efforts are targeted and effective. When a business adheres to compliance guidelines, it means they are making more qualified calls, reaching out to individuals who are genuinely interested in their products or services. This, in turn, leads to more meaningful and qualified discussions, ultimately driving higher sales conversions. And thus, more revenue growth.

Thus compliance isn’t just a regulatory necessity, it is a strategic approach to maximizing sales opportunities and fostering long-term customer relationships.

There are ways to expand your marketable database and grow revenue while still prioritizing DNC and TCPA compliance. By implementing a contact compliance solution, your organization can expand its marketing database and increase the potential reach of marketing campaigns.  

Compliance exemptions 

How do you expand your database using a compliance solution? There are three types of Do Not Call (DNC) and Telephone Consumer Protection Act (TCPA) exemptions that impact marketing reach: 

  1. Established business relationships (EBRs) 
  2. Express written consent/permission 
  3. Expired state-level and internal opt-outs 

Established business relationships 

EBRs are used as an exemption from the rules of consent under the TCPA and DNC. When a company has an established business relationship with a consumer, they are permitted to contact them under certain conditions even if they registered their number on the National Do Not Call list or individual state lists. There are two types of EBRs: inquiry and past transaction. An inquiry EBR happens when a consumer makes an inquiry about an organization’s goods or services. In those cases, the company is permitted to contact the consumer for up to 3 months from the date of inquiry or application. A past transaction EBR occurs when a company establishes a business relationship with a consumer based on the consumer’s last date of purchase, delivery, or payment, and may then call them for up to 18 months after that last transaction. 

Express written permission/consent 

The second exemption is express written consent. When you have express written consent from a consumer, even if he or she is on a DNC list, you can contact them. There are specific requirements that constitute consent to ensure you may legally contact a consumer. The most common means to obtaining express written consent is through website forms, telephone key presses, and voice recordings. 

Internal opt-outs and state-level DNC expirations 

Once you register your phone number on the National DNC list, you never need to re-register it. It never expires (the FTC National DNC Registry does not expire records, but it runs and purges numbers that have changed ownership). However, state-level and internal DNC lists sometimes do have an expiration date. Companies can use expired state-level and internal opt-outs to reach back out to consumers who have previously opted-out. 

The revenue impact of expanding your marketable database 

To get an idea of how much potential revenue your organization is missing out if you are not reaching all your marketable contacts, gather your average call volume and average sales volume. Next, determine how much your database will expand by capitalizing on all potential contact exemptions and predict how many of those contacts could convert into sales. 

For example, say that your organization has an average annual call volume of 18,000,000 calls and your average sale is $500. Assume with a compliance solution in place you expand your database by 10%. If you convert even 2.5% of those additional calls, you could potentially increase your revenue by $22,500,000.  

Expanded reach is a key benefit from implementing a best-in-class contact compliance platform. By capitalizing on all exemption opportunities like existing business relationships, express written consent, opt-ins, internal opt-outs, business phone number identification, and state-level DNC hygiene will reveal contacts who are permissible to contact. By implementing a comprehensive market-tested solution, such as Gryph for Compliance, you can maximize your marketable universe and immediately begin seeing positive impact to revenue. 

Want to learn more about the ROI of a compliance solution? Check out our eBook “How to gauge the ROI of a build vs. Buy solution.” 

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