🐻 The Superpower of 2025: Picking Up the Phone

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Here’s a confession:

For years, I relied almost entirely on email to communicate with leads and follow up.

It made sense—email is scalable, easy, and everyone uses it. But this year, we tried something different: we started picking up the phone.

Shocking, I know, but the results were nothing short of magical.

The experiment was pretty simple.

Whenever we had a lead from our newsletter, an advertisement, a referral, or something else, we set a task to call the lead.

Over the last 3 months, we increased our lead to booked call ratio by 5x.

Those conversations turned into hundreds of thousands of dollars in additional client lifetime value (LTV).

Maybe the craziest thing we learned from calling was that it didn’t actually matter too much if we talked to the lead.

Merely calling the lead made the lead much more likely to respond to our emails, book the call, and ultimately buy.

(Sales intelligence platform Gong analyzed millions of emails and cold calls and found that our experience actually wasn’t unique. Calling a lead, even if you don’t connect live, nearly doubles your email reply rates (3.44% vs. 1.81%).

Here are a few reasons I think calling works so well for us.

1. We’re persistent, but not pushy.

We will call a lead several times over the course of a month, but we never double or triple dial, and if we’re asked to stop (doesn’t happen often) we do.

2. We’re calling leads that have expressed some form of interest

Cold calling without any information can work, don’t get me wrong.

But our success rate has been so high because we’re waiting for signals that a lead might need our services before reaching out.

A signal for us might be clicking on a newsletter link, visiting the “roles we hire” page on our website, or giving us their email from one of our lead magnets.

Each of these signals that the lead may have a problem we can solve.

3. We use three forms of outreach, not just cold calling.

While cold calling is the back bone of our strategy, we make sure each lead hears from us over email and LinkedIn as well.

We try to make these emails super relevant and value add, focused on the problems these leads are likely experiencing.

Again, since we’re reaching out based on signals, our messaging is usually pretty dead on.

If you don’t have time to be calling all your leads, consider hiring a part time caller from somewhere like South Africa. You can hire folks part time, scale up and down based on need, and you don’t have to worry about accent impacting your success rates.

Shameless plug: if you need help finding a caller in South Africa, feel free to reach out to my Recruiting Specialists at GO Carpathian. We can help you find someone skilled and reliable ASAP!

Click here to learn more.

And of course, I’m an open book. If you’d like to get the exact scripts we use in our outreach, just reply to this email.

(Don’t want to give it out here publicly because many of my competitors read this email haha)

PS: Some of my favorite things…
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