How To Get Better Answer Rates (ACR) From Sales Calling Campaigns

Cloud-based phone systems, or VoIP calling, and the technology that has developed with it such as predictive and power dialers, enable businesses to vastly expand their reach when direct calling. At the same time, an “anti-spam” mentality and now industry has built itself up against the rising tide of sales calls.

What’s clear is that businesses are as frustrated by being labeled as spam when calling potential or existing customers as people are frustrated by receiving “spam” calls.

But not all sales calls are spam, or unwanted. So how do you reach people who actually want what’s being sold?

Imagine this:

Take a phone company trying to reach customers to offer 20% off their next phone bill if they switch to an unlimited calling plan. And imagine existing or potential customers needing unlimited calling, perhaps already intending to switch to an unlimited calling plan anyway.

You would want to get through to these customers just as much as they would appreciate receiving the call and getting the discount, right?

Here’s the deal:

How do you get through to interested parties with products or services without getting rejected off-the-bat as spam, with no-answers and hang-ups? It’s the burning question businesses want to know when running calling campaigns.

The keystone of sales calling, especially with VoIP technology, is to find a way through this puzzle to reach the consumer.


Another major hurdle to VoIP sales calling campaigns is the plethora of anti-spam downloadable apps such as Truecaller, CallerSmart, and TrapCall. These apps enable users to flag incoming numbers as spam. Once flagged by a user, all other users of the app see the label and are effectively warned, dramatically driving up the rate of refused sales calls.  

You might be wondering:

So, what methods can businesses use to reach consumers given this strong anti-spam mentality and its resulting industry?

The answer again lies in VoIP technology, specifically in the DID, or phone number, that’s displayed when calling.

How do you do it?

For starters, we’ve learned that sales calls have a greater chance of getting past the initial “answer threshold” and being answered if the number is recognized as “friendly.” For most purposes numbers that appear to be coming from a close physical proximity to the consumer and recognized as local, for example, have a greater probability of being answered. During calling campaigns international or toll-free numbers, which are often less recognizable to customers, are often quickly earmarked as “spam” and not answered.

VoIP dialer technology not only allows businesses to configure calling campaigns using strategic numbers more likely to be answered, but also allows a potentially infinite number list to be employed in a calling campaign. This means that if, for example, TrueCaller app users flag certain numbers employed in a campaign as spam, it’s unlikely that all numbers used by the dialer are going to get flagged. With VoIP dialer technology a potentially infinite amount of numbers can be used in any given calling campaign.

What’s more:

If a customer takes the call but requests a call back, businesses should be equipped with the tools to make call backs and again get through a second time without on the “second go” being discarded as an unrecognized number, or spam.

One solution is to use dialing software that enables return calls to be placed with similar numbers where, for example, just the last digit in the sequence is changed. The number then has a high likelihood of being recognized by the customer upon call back.

The answer:

Advancements in VoIP calling technology provide businesses with the most sophisticated and effective methods to reach interested customers and make sales. Configurable features within dialer software allow for targeted, smart campaigns, using an unlimited list of numbers and allow for targeted time zones, business hours, and intelligently sequenced numbers for call back recognition. These features equip businesses and call centers with the most advanced tools to bypass spam filters and avoid no-answers or hang-ups.

The bottom line:

Getting past the “spam” label or filter and making the sale may be tricky but with the right calling tools there can be a happy ending on both sides, making businesses profitable and connecting customers with the services and products they want.