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#flip-the-script

Using a local number to dial prospects...

Do you think it is a good practice or deceptive/counter-productive to use for cold calling?

Calling Behavior
Cold Calling
Posted 4 months ago by
Becc HollandHead of Sales Development @ Chorus.ai at Chorus.ai
Great question Daniel! I agree with Sahil and Johnston here-  BIG "no-no" in my book and my experience. (makes your prospect feel tricked right off the bat and puts you on the uphill climb to build rapport from the jump)
Marked as best answer by Becc Holland
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3 months ago

Liston WitherillOwner at Serve Don't Sell
I haven't seen data on this, but here's my take: whenever I see a phone number with my local area code and prefix, I don't answer. Sales and marketing have taught me that those calls are bogus. 
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4 months ago

Sonya MeloffFounder at Sales Talent Agency
it would feel icky to me, and i hate when I pick up a call and feel duped...but perhaps a valuable/necessary "evil"? Personally, i wouldn't use one, but I know many decent reps that see results this way...
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4 months ago

Brittaney Barnett
My boss has us use same area code for dialing. We haven't really gotten much data around it. I still get a lot of people picking up. 
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3 months ago

Johnston GilfillanSenior Account Executive at Affirm
Don't do it. The world is too connected for prospects to be naive about random calls from their area code (especially given this is exactly what robodialers do to us every day). Better to not try to mask where you're calling from just to "trick" them to pick up. 
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3 months ago

Sahil MansuriCEO at Bravado
Couldn't agree more with Johnston..tricking customers is not the way to build trust. 
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3 months ago

Kyle PhillipsBusiness Development Manager at Ai-Media
I'm in the 'build trust over the long term' vs. 'tricks for short-term results' camp. If someone is avoiding my call, I likely haven't provided enough value yet. It may take a few vms/emails/social touches to get them interested enough to take the call. 
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3 months ago

Candace LaffoonMarket Development & Demand Generation at Tradeshift
I do not see using local presence dialing as trickery. If I have something of value to offer, I have no shame in explaining why I'm calling with the appearance of their area code. I have had very valuable enterprise deals close that started with a cold call using local presence dialing. Do these prospects regret answering my call? Absolutely not. D...See more
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3 months ago

Jason BrausewetterManaging Director at Gain
I've flip flopped on this topic, admittedly.  When I was building a BDR team a few years back, we opted to use the local dialer to get pickups, and it did work. Prospects did indeed answer their phones. After about 6 months, I decided to no longer use the local #, since it was really not reflecting our professionalism and brand.  Call answers went ...See more
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3 months ago

AB
Andrew BrownCEO at Toolfetch
I don't see that as an issue, but i can share as experience calling from your cell number when your lan line phone calls are not answered might help you get through. Always leave a voicemail though. you don't want the prospect to see 5 missed calls with no vm, that always bothers me.
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3 months ago

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