How to get people on the phone without feeling pushy or awkward

Hitting your sales targets isn’t just about having a great product or service; it’s often about how many real conversations you’re having with potential customers. There’s a clear link between the number of sales conversations a salesperson has and how close they get to reaching their quota. The more you talk to people, the more chances you have to close deals. However, many salespeople struggle to get enough of these crucial conversations happening each day. It’s not uncommon to see some reps making very few connections, which directly impacts their sales performance. On the flip side, those who consistently crush their sales targets tend to have significantly more conversations daily. What’s the secret? Is it just luck, or is there a method to the madness? The good news is, it’s not luck. There’s actually a science to boosting the number of sales conversations you have every day, and it all starts with understanding the best ways to reach your prospects.

Timing is Everything: When to Make the Call

It’s not just about luck. There are better times to call. You wouldn’t try to catch a fish when the tide is low, right? Same goes for sales calls.

When are people most likely to pick up? Early mornings and late afternoons are often your best bet. People are getting started or wrapping up. They might be more open to a quick chat then. Midday? Forget about it. Most folks are buried in work or meetings. It’s tough to get through.

Put yourself in their shoes. When would *you* be most likely to answer a sales call? Probably not when you’re rushing to a deadline, right? Time your calls for when they’re more relaxed.

But here’s the thing: it takes a lot of dials to get a conversation. Don’t expect to call a few times and be done. It’s about being persistent, but smart about it. This is where tech helps. Dialing tools can be a real game changer. They can speed things up. Instead of manually dialing each number, these tools dial automatically and move on. You spend less time waiting, and more time talking.

Think about it:

• Morning calls? Good.
• Lunchtime calls? Bad.
• Afternoon calls? Great.

Timing really is everything. Make those calls count.

The Power of Local: Why Area Codes Matter

Ever notice how you’re more likely to answer a call from a number with your area code? It’s not just you. It’s a common thing. That little three-digit prefix can make a huge difference. Why? It’s all about familiarity. A local area code signals that the call might be from someone you know, a neighbor, or a nearby business. It feels less like a random sales call and more like a potential connection. If you saw a number from a different state, you might hesitate, right? But a familiar area code? You’re more likely to pick up.

What does this mean for your sales outreach? If you’re targeting prospects in a specific area, using a local area code is a smart move. It’s like putting on the right uniform for the game. It makes you look like you belong. It builds trust, even before you say hello. It’s a simple tactic, but it can seriously boost the number of people who actually answer your calls. Don’t underestimate the power of this small detail. It’s a game changer for your connection rate. It’s the difference between a dial tone and a real conversation. That’s the power of local.

I even tried this. I was calling a prospect in a different state. They never answered. I switched to a number with their area code. BOOM! They picked up on the second ring. It was amazing. The same pitch, the same me, but a different area code. The difference was night and day. It’s a small change, but it can yield big results. This is something you should always consider. It’s a simple move that can help you connect with more prospects and close more deals.

Voicemail Magic: Leaving a Message That Gets Results

You’re not always going to get someone live. It happens. But a good voicemail can be a game-changer. It’s your chance to leave a mini-commercial. A commercial that gets them to call you back. So how do you do it right?

Keep it short. Like, really short. Aim for under 30 seconds. No rambling. People are busy. They don’t want your life story. In that small window, state your name, your company, and your number. Maybe repeat your name and number, just to be sure. And always, always use the prospect’s name. It makes the message feel personal. It shows you did your homework.

Bring the energy. Your tone matters. Sound excited about what you do. Enthusiasm is contagious. But, don’t give a full sales pitch here. That’s not the goal. The goal is to get a call back. Instead, mention one key benefit. A problem you can solve. What’s in it for them? What’s the value you bring? Make them curious. Make them want to know more.

Think of it like a movie trailer. You see a quick preview, a glimpse of something cool, and then you want the full story. That’s the feeling you want to create. Short, sweet, and intriguing. It’s not about closing the deal on the voicemail. It’s about starting a conversation. Focus on the value. Make it clear, make it exciting and make them want to know more.

Beyond the Phone: The Multi-Channel Advantage

You’re making calls. Good start. But what if they don’t pick up? Or what if they just don’t like phone calls? That’s where a multi-channel approach comes in. Think of it like fishing. You wouldn’t just use one type of bait, right? You’d use a few different ones to see what works best. Same idea here.

It’s not dead. It’s still a great way to connect. You can share more detailed information about your product or service. It gives your prospects time to think about what you’ve shared. No pressure. And then there’s LinkedIn. It’s like a professional networking party. Connect with prospects, share relevant content, and show them you’re not just some random sales person. You’re an expert.

The real magic is combining these channels. It’s not just about hitting them up from all angles, though. It’s about creating a journey for your prospect. Maybe you connect on LinkedIn first. Then follow up with an email. And then you make the call. The more they see you, the more familiar you become. Like a friendly face they recognize. And a familiar face is more likely to answer the phone. This also gives them time to do their own research. And when they finally do pick up? They’ll already know a little about you. It’s a much warmer call.

Don’t think of it as spamming. It’s about being strategic. It’s about giving people options. Some prefer email. Others prefer LinkedIn. And yes, some still like the phone. The more ways you can reach them, the more opportunities you have to connect. It’s like casting a wider net to catch more fish. And who doesn’t want more fish?

The Long Game: Persistence Pays Off

Outbound sales? It’s a marathon, not a sprint. You won’t always get folks on the phone right away. You might face a lot of “no’s. ” It can be tough. But don’t let that discourage you. This is where persistence kicks in. Keep going. Keep trying. It’s often the ones who stick with it that see the biggest wins. Every “no” gets you closer to a “yes. ”

Think about a baseball player. They don’t hit a home run every time they’re at bat. They strike out. They get on base. Sometimes they hit a grand slam. The point? They keep swinging. Sales is the same. You need to keep putting yourself out there. Keep making those calls. Keep sending those emails. Don’t give up after a few attempts. It takes time to build relationships and trust.

The good news? Persistence isn’t just about blindly calling over and over. It’s about being smart about it. It’s about using all the tips and tricks we’ve talked about, then applying them consistently. Call at the right times. Use local area codes. Craft great voicemails. Use different channels to connect. This is what separates the pros from the amateurs. It’s about being persistent in a smart way. It’s about building momentum, and that takes time. Keep at it. The results will follow.

Final Words: The Power of Connection

Successful sales is about building relationships and having genuine conversations with potential customers. While there’s no magic bullet or overnight solution, by understanding the science behind effective outreach, you can significantly improve your results. It’s about being strategic about when you call, how you present yourself, and where you try to connect with prospects. Embrace the power of technology, hone your messaging, and don’t be afraid to try new things. The more you focus on making meaningful connections, the more you will see your sales numbers increase. Take these insights, put them into action, and start having more of the conversations that drive success.