Trends In Phone Outreach And Business Growth

After the year we’ve just been through, there’s no time like the present to have your sights set on growth. Phone outreach is one of the most efficient and effective ways to generate revenue. But let’s be honest – phone outreach isn’t easy. 

From dealing with hard-to-reach prospects to getting in touch with the wrong people, phone outreach can be difficult. But, if you’re not already using it as a strategy to grow your business, you’re going to want to start now. The numbers speak for themselves – look at these statistics and trends about phone outreach and business growth:  

• “41.2% of salespeople said their phone is the most effective sales tool at their disposal.”

(Sales Insights Lab) 

While some will argue that sales calls and phone outreach are outdated, with technology at hand, research suggests that the phone is still one of the best sales tools we have. If you want to get in front of the right people, using your phone is a great way to accomplish this, both from an engagement perspective and from a qualification standpoint, since the internet research alone doesn’t cut it. Still use tools available (from LinkedIn to demand generation), but use the phone to find information, build rapport, find pain–points, and close for an appointment. 

• “82% of buyers accept meetings with sellers who proactively reach out.”

(“Top Performance in Sales Prospecting” Survey) 

Nothing says proactive like phone outreach. Despite seemingly popular belief (or whatever negative energy we tell ourselves), your prospects want to hear from you, and they want to hear from you early in the sales cycle. The early bird gets the worm! You’ll likely have more prospects accept meetings via phone than you would expect.  

• 57% of C-level and VP buyers prefer to be contacted by phone

(Rain Sales Training) 

Want to get in touch with senior-level decision-makers? Turn to your phone. Compared to directors (51%) and managers (47%), more than half of C-level and VP buyers prefer to hear from you via phone. Though the C-suite is protected from a gatekeeper, salespeople with a well-thought-out pitch that are savvy enough to get to this level of decision-maker typically have a very fruitful conversation. 

• 93% of all converted leads are reached by the sixth call attempt

(Velocify)

Sure, making six calls to one prospect isn’t ideal, but don’t give up too soon because, even after multiple calls, you can still be successful. Prospecting and lead generation require persistence, and a little persistence can go a long way when it comes to phone outreach and growing your business. Make sure your CRM is organized to remind you of callbacks, so you don’t miss any opportunities! Isn’t it worth 5 – 10 calls to win a $50k+ deal? 

• 69% of buyers say they accepted one or more cold calls in 2019

(Rain Sales Training) 

It’s promising to hear that more than half of buyers have accepted a cold call at some point last year. This shows that we’re reaching the right people, the next step is converting them.  

Many businesses still find phone outreach to be one of their main sources of new business opportunities. It is a great tool for reaching people you may have otherwise never had the opportunity to talk to. It also puts you in front of the right people when the time is right. While it can be difficult, and a bit discouraging, at times, phone outreach is still the best way to generate the highest quality leads needed to grow your business.   

Start Conducting More Sales

If you need help conducting these calls, contact MarketReach! For 20 years, we’ve provided B2B Telemarketing, Lead Generation and Appointment Setting services. Our expert call team will qualify your prospect list, build rapport and schedule introductory sales appointments for your team. Call 609-301-0741 to learn more about how MarketReach can help your company close more deals, faster! 

Schedule a consultation today!