Using Local Caller ID Increases List Penetration Rates
Nothing is more frustrating than an outbound telemarketing campaign performing well, then dropping like a rock halfway through the list. Watching the dialer churn through records with no answer — the dreaded "spin cycle" — makes call center managers sick to their stomachs, especially since lead lists are valuable and rarely unlimited.
Local Caller ID is the antidote. Using Local Caller ID phone numbers can increase answer rates by 40%, simply because prospects are more likely to answer a call from a number local to their area. More people answering the phone means faster list penetration and less time wasted dialing into no-answers and answering machines.
List hygiene still matters, but as answer rates climb, so does the productivity of the list as a whole — not just the numbers you see in the moment, but the long-term output of the same lead list. Here's a simple way to think about it: getting another 30,000 contacts out of a 100,000-record list, at a normal 3% sales conversion rate, works out to 900 more sales from the exact same list. It's like getting more at-bats in baseball with the same batting average — you'll score more runs every game.
The most common excuse for underperformance is the leads themselves. But since an unlimited supply of great prospects isn't realistic, the real question is how to get more out of the leads you already have. Local Caller ID helps answer that by getting more people who would otherwise have ignored the call to actually pick up — deepening list penetration and slowing the spin cycle.
This is a guest post from the team at Quality Contact Solutions (QCS), whose outbound telemarketing managers run thousands of B2B and B2C calling hours daily.
