Do People Still Pick Up The Phone? What You Should Know About Phone-Based Marketing
You’ve been dialing all day, leaving voicemail after voicemail, and wondering—does anyone even pick up anymore?
Here’s the thing: you’re not alone. At the end of 2024, we’re all feeling the sting of dwindling phone pickup rates. Spam calls have poisoned the well, and younger generations have dubbed phone calls “the new awkward.” It’s enough to make even the most determined sales pro want to hang it up for good.
But don’t despair! Phone-based marketing isn’t dead—it’s evolving. Yes, it’s harder to get through to prospects, but with a few updated strategies, you can turn this challenge into an advantage. In fact, fewer companies are using phone outreach effectively, giving you the perfect opportunity to stand out.
In this blog, we’ll unpack why people aren’t picking up, share actionable tips to make your calls count, and show you how to amplify your efforts with a multi-channel approach. Let’s turn those ghosted calls into meaningful conversations—and maybe even a little fun. Let’s dive in!
Why Your Sales Calls are Being Ignored
The days of guaranteed pick-ups are long gone. Today, getting someone to answer a call feels a bit like winning the lottery—or spotting a unicorn. So, what’s behind this great phone call ghosting epidemic? Here are a few of the usual suspects:
1. Spam Calls Are Out of Control—What’s the Real Cost?
Spam calls aren’t just annoying—they’re costing Americans billions of dollars every year. According to TrueCaller, the average American endured 15.1 spam calls every month in 2024. As if wasting your time telling a recording that you aren’t interested in additional health insurance wasn’t enough, 21% of the adult public gets scammed out of their money, losing an average of $450. Who can blame people for dodging calls when answering could lead to harassment or even theft?
2. Why do Prospects Ignore Calls from My Business?
Most people don’t even think twice about ignoring an unfamiliar number. A TNS survey found that 75% of Americans say they never answer calls from unknown numbers. If your business’s name isn’t popping up on caller ID, you might be doomed to voicemail purgatory.
3. Robocall Filters Are Ruthless
Thanks to tools like T-Mobile’s Scam Shield, phone carriers now automatically block calls flagged as spam. If your number gets mislabeled—fairly or unfairly—your chances of connecting drop to zero before the phone even rings.
4. Why Don’t Millennials and Gen Z Answer Calls?
Let’s face it: younger generations avoid phone calls like the plague. Millennials and Gen Z, now the majority of the workforce, prefer texting or email. In fact, one in four adults aged 18 to 34 never pick up the phone. For them, you may have better luck trying to reach out by carrier pigeon.
6 Tips for More Successful Sales Calls
Alright, so we’ve established that phone-based outreach isn’t as simple as it used to be. But here’s the silver lining: because it’s harder, a lot of businesses are throwing in the towel. That means less competition for you—and more opportunity to stand out if you do it right.
With a little strategy and a lot of finesse, you can cut through the noise, build trust, and start meaningful conversations. Ready to level up your phone game? Here are six tips to help you turn those ignored rings into answered calls and productive chats.
1. Invest in Branded Caller ID
First impressions aren’t just for face-to-face meetings—they matter on the phone, too! Branded caller ID lets you show your business name, logo, or even location when you call. It’s a simple way to look trustworthy and avoid the dreaded “unknown number” label.
Here’s the kicker: 78% of people say they’re more likely to pick up a call when the ID shows a familiar brand. Talk to your phone provider about setting this up and make your calls hard to ignore.
2. Focus on High-Quality Prospects
Calling everyone and their cousin might feel productive, but it’s usually a waste of time (and sanity). Instead, prioritize quality over quantity. Who’s more likely to answer: someone who filled out your website form or a random person from a third-party list?
Target leads who’ve already shown interest in your business—like those who signed up for a webinar or downloaded a guide. These “hand-raisers” are way more likely to engage, making your time on the phone much more effective.
3. Call at the Right Time
Timing really is everything. Catch someone during their busiest hour, and you’ll be sent straight to voicemail. Call during their downtime, and you might just strike up a conversation.
Studies show the sweet spot for calls is 10 AM to 11 AM—after people settle into their workday but before they’re eyeing the clock for lunch. Steer clear of early mornings, late afternoons, or lunchtime unless you enjoy eating cricket sandwiches.
4. Leave Thoughtful Voicemails
Yes, voicemails still matter—if you do them right. A whopping 67% of Americans check voicemails from unknown numbers. That’s your chance to make an impression.
Introduce yourself, explain why you’re calling, and leave an easy way for them to follow up. Something like, “Hi [Name], this is [Your Name] with [Your Company]. We’re helping businesses like yours [achieve X goal], and I’d love to connect. Call me back at [Your Number] or shoot me an email at [Your Email].” Boom. You’ve made an impression.
But before you pick up the phone, do your homework. Who are they? What do they want? What do they need? A little research goes a long way. Understanding their business, pain points, or goals lets you craft a message that feels personalized and intentional. This approach doesn’t just make your outreach more effective—it shows that you value their time and are ready to offer real solutions.
5. Avoid Bad Calling Habits
Nobody likes a nuisance call—and bad habits can quickly get your number flagged as spam. Avoid:
Double or triple dialing (it’s a major no-no)
Hanging up after just a few rings
Calling outside of business hours
Making a bunch of ultra-short calls that seem shady to spam filters
Stick to respectful, professional practices that align with your audience’s expectations. Put yourself in the position of your buyers. How do you feel when you get a soulless cold call? You’re not just dialing numbers; you’re building relationships.
6. Keep Your Call Volume Low
There's a clear difference between being busy and being productive, and a ton of calls can sure feel productive. But here's the catch... high call volumes increase your chances of being marked as spam.
Instead of chasing sheer numbers, focus on having meaningful conversations with a smaller pool of high-priority leads. Not only will this protect your reputation, but it’ll also help you get better results in less time.
The Importance of a Multi-Channel Approach
Even with a rock-solid phone strategy, some prospects will slip through the cracks—it’s just the nature of the game. But that doesn’t mean the conversation is over. A multi-channel approach ensures you stay on your prospect’s radar, giving you multiple ways to engage and connect. It’s like having backup dancers for your star performer (your phone calls)—together, they make your outreach shine.
By combining phone outreach with other tactics, you can meet prospects where they feel most comfortable and increase your chances of building meaningful relationships. Here’s how to diversify your strategy:
1. Email Campaigns
Think of email as the polite knock before the phone rings. It’s less intrusive than a call and gives prospects time to absorb your message on their terms. A well-crafted email with a compelling subject line and a clear value proposition can lay the groundwork for a successful follow-up call. Bonus points if you personalize it—no one can resist an email that feels like it was written just for them.
2. Text Messaging
Texting is direct, efficient, and surprisingly underutilized in B2B marketing. After leaving a voicemail, a friendly text can nudge your prospect to take action. Keep it casual yet professional: “Hi [Name], I just left you a voicemail about [Topic]. Let me know if there’s a good time to connect!” Texts are quick to send and even quicker to read, making them a perfect complement to your phone outreach.
3. Social Media
Social platforms like LinkedIn are gold mines for B2B marketing. Use them to connect with prospects, share content that showcases your expertise, and engage in meaningful conversations. Building rapport online before picking up the phone can make your calls feel more familiar and less “cold.” Plus, you can learn a lot about a prospect’s business and interests from their social activity—doing a little digging beforehand can go a long way.
4. Paid Retargeting Campaigns
What happens when someone visits your website but doesn’t bite? Enter paid retargeting campaigns. These ads ensure your brand stays top-of-mind by following prospects across the web with tailored messaging. When paired with phone calls, retargeting reinforces your value proposition and subtly reminds prospects why they were interested in the first place. It’s like giving them a gentle nudge back toward the conversation.
By layering these strategies together, you can create a cohesive and effective outreach plan that works across multiple touchpoints. When prospects see your name in their inbox, on their phone, and on their LinkedIn feed, you’re no longer just another vendor—you’re a familiar, trusted presence in their world.
What’s Next for Phone-Based Marketing?
The future of phone-based marketing is all about adaptability, innovation, and working smarter—not harder. While the challenges of connecting by phone are real, evolving technology is turning those obstacles into opportunities. From cutting-edge CRM platforms to AI-powered insights, the tools at your disposal are more powerful than ever. Here’s how they’re reshaping the game:
1. CRM Integration: The Nerve Center of Your Strategy
CRMs like HubSpot and Salesforce aren’t just glorified contact lists—they’re your sales team’s command center. These platforms keep your outreach organized, track every touchpoint, and even help segment leads for ultra-targeted campaigns. Imagine knowing exactly when you last spoke to a lead, what was discussed, and their level of interest—all in one dashboard. With this level of clarity, every call feels more intentional and less like a shot in the dark.
2. Automation Tools: Your Secret Time-Saver
Sales automation tools are the unsung heroes of efficient outreach. These tools handle the busywork—scheduling follow-ups, automating reminders, and even tracking progress—so your team can focus on what matters: building relationships. For example, use your CRM to set up an automated workflow to send a follow-up email or text after an unanswered call. With the right automation, you’ll free up hours in your day while staying consistent and professional.
3. AI-Powered Insights: Call Smarter, Not Harder
Artificial intelligence is changing the game for phone-based marketing. Predictive analytics tools can analyze mountains of data to pinpoint the best times to call, identify the leads most likely to convert, and even suggest the perfect opening line based on a prospect’s preferences. It’s like having a crystal ball for your sales strategy—giving you an edge before you even dial.
By weaving these tools into your phone strategy, you can overcome the challenges of declining pickup rates and keep this channel firmly in your marketing mix. Phone-based outreach isn’t dead—it’s just evolving. And with the right technology and tactics, your calls will go from ignored to indispensable.
Partner with Experts to Boost Your Phone-Based Marketing
Phone-based marketing isn’t just about making calls—it’s about making connections. We understand what it takes to turn those connections into real business opportunities. Whether you’re fine-tuning your phone strategy, expanding your outreach with email and social media, or harnessing cutting-edge tools like CRMs and automation, we’ve got your back.
We specialize in multi-channel B2B prospecting designed to find the right prospects, tailor campaigns to your unique goals, and handle the heavy lifting of lead generation. That means you can focus on what you do best: closing deals, strengthening relationships, and growing your business.
It’s time to take the frustration out of phone-based marketing and bring results back into the equation. Ready to see what we can do together? Give us a call at 330-997-3083 or schedule a consultation online today. Let’s work together to build a sales pipeline that drives growth—and keeps your phone ringing for all the right reasons.
