How to Double Your Pickup Rate: A Step-by-Step Guide for Sales Teams
- Jon Elhardt
- May 27
- 8 min read
Your pickup rate can increase fourfold by using local presence numbers instead of unfamiliar area codes. This simple change makes a huge difference.
Cold calling is the life-blood of sales outreach. The biggest problem? Prospects rarely answer calls from unknown numbers. Research shows that call centers only achieve a first-contact resolution rate of 70-75%. These numbers need improvement.
Smart techniques can boost your call answer rates. The double-dial technique is a game-changer. You call again within 30 seconds if prospects don't pick up the first time. This simple approach works well. Outbound contact centers that use automated predictive dialers can reach three times more customers.
The right timing can make or break your cold calling success. Calls between 10 AM to 12 PM and 4 PM to 5 PM connect better than other times of the day. These time slots give you the best chance to reach prospects.
This piece gives you the practical techniques to double your pickup rate and change your sales results. It works whether you need to fix low contact rates or want to make your successful strategy even better.
Understand the Basics of Pickup Rate
What is pickup rate and how is it calculated?
Your success in cold calling starts with pickup rate knowledge. This vital KPI shows what percentage of prospects answer your outbound calls. The calculation is straightforward - take your answered calls, divide them by total calls made, and multiply by 100.
Let's break it down:
Your sales team makes 100 calls and 30 prospects pick up, giving you a 30% pickup rate
A strong percentage shows your outbound strategy gets prospects to answer
This number helps you assess how well your calling campaigns perform and shows your team's success in reaching people.
Why pickup rate matters for cold calling success rates
The digital world presents a tough challenge: about 88% of business calls to consumers remain unanswered. This brings down contact rates, hurts performance, and affects your revenue.
Pickup rate affects several business outcomes:
Your team's time management improves with higher pickup rates. They spend less time waiting for answers and get more done.
The pickup rate shows the ROI of your outbound call campaigns clearly. Each answered call creates a chance for meaningful conversations that could lead to sales.
The best teams keep close watch on this metric. Firmable's SDR teams reach 22% connect rates compared to the industry average of 5%.
The difference between connect rate and call answer rate
Connect rate differs from call answer rate (pickup rate). These metrics measure different parts of your calling strategy:
Connect rate counts all answered calls, including voicemails. You can see daily results by dividing total answered calls (with voicemails) by all calls made.
Call answer rate focuses on live conversations with people. Voicemail connections matter but they're nowhere near as valuable as actual conversations.
Contact rate reveals lead quality while connect rate shows calling efficiency. Sales teams that want conversions value contact rate more because it measures what matters most - turning prospects into customers.
Set the Foundation with Caller Identity Tools
Your prospect's trust begins before they answer the phone. The right caller identification tools create a foundation of trust that makes prospects more likely to pick up your calls.
Use local presence numbers to build trust
Local presence dialing enables your team to show phone numbers with area codes that match your prospect's location. This simple yet powerful technique can boost call connection rates by up to 400%. Your prospects will answer calls from familiar local area codes much more readily than toll-free or out-of-area numbers.
Key benefits include:
Enhanced familiarity and trust
Your main business lines stay protected from spam flags
Better pickup rates in different territories
Research shows that customers are four times more likely to answer local number calls. This approach builds your target leads' trust while enhancing your company's credibility.
Use branded caller ID for recognition
Branded caller ID (CNAM) offers more than local numbers - it displays your business name, logo, and call purpose on outbound calls. Your business identity appears immediately instead of "Unknown Caller," which creates instant recognition and trust.
Research indicates that two-thirds of adults readily share information with organizations whose incoming calls show the company's logo and name. A healthcare organization that used branded calling experienced a 100% increase in answer rates.
Register your brand to avoid spam flags
Number registration proves crucial to prevent spam flags. Your phone numbers must be registered with carriers before implementing other strategies. This step validates your business's legitimacy and enhances your caller ID reputation.
Registration options include:
CNAM registration (to show company name)
STIR/SHAKEN compliance (stops caller ID spoofing)
Carrier databases and the FCC's Robocall Mitigation Database
The data shows that unregistered numbers account for 92% of spam flags. Your business profile registration helps carriers like First Orion, Verizon, and HIYA mark your numbers as trustworthy, which increases your prospect's likelihood to answer.
Apply Proven Calling Techniques
Your pickup rates will increase once you confirm your caller identity and become skilled at strategic calling techniques. These tactics utilize psychology and technology to capture prospect attention well.
Use the double-dial method to increase urgency
The double-dial method can boost your connect rate by a lot. This approach needs you to call a prospect and immediately call back within 15-30 seconds if they don't answer. Your quick follow-up creates curiosity—prospects think, "This must be important. They're calling back".
Sales teams using double dials have seen their connect rates jump from 20% to between 45-60%. The psychology behind this technique works because:
The second call creates a sense of urgency
Prospects become curious after seeing the same number call twice quickly
Your call stands out from typical spam calls that rarely try immediate reconnection
The technique works best when you wait 3-5 seconds between calls. This gives prospects time to notice that one call ended before another begins.
Leave pre-recorded voicemails with voicemail drop
Sales teams spend up to five hours each week leaving voicemails. Voicemail drop technology lets you pre-record professional messages and "drop" them with a single click when calls go to voicemail.
Your voicemail should last 18-30 seconds. Response rates drop by 2% for each extra second beyond 30. Research shows multiple voicemails increase callback rates:
First voicemail = 11% callback rate
Second voicemail = 22% callback rate
Third voicemail = 33% callback rate
Send templated SMS follow-ups after missed calls
Most customers (85%) won't call back if they can't reach a business. SMS follow-ups provide a quick alternative way to communicate. Text messages have a 98% open rate and people read them within minutes.
Your automated SMS follow-ups should:
Acknowledge the missed call
Offer other ways to connect
Include a clear call to action
Stay within active hours (typically 8:00 AM–9:00 PM)
These texting strategies turn missed calls into opportunities while keeping every lead engaged.
Boost Efficiency with Technology and Timing
Boost Efficiency with Technology and Timing
Your pickup rates will substantially improve when you maximize efficiency through technology and strategic timing. These tools and tactics help scale your efforts while you retain control of quality connections.
Use a power dialer to increase call rate
A power dialer automatically dials the next number on your outreach list right after you finish your previous call. This eliminates manual dialing completely. Sales representatives spend only one-third of their time talking to prospects. Automation becomes vital to productivity.
Power dialers give you these advantages:
Increase calls per rep from 20 to 60 daily
Save up to 12+ hours of busywork weekly
Boost meetings booked by approximately 50%
One company's team called 80% of leads within five minutes after implementing power dialer technology. This improvement proved valuable since response rates drop by 8x after just one hour.
Call during optimal hours for better pickup
Your pickup rate will improve substantially when you time your calls strategically. Research consistently shows these best windows throughout the day:
Late morning: 10 AM to 12 PM (especially 11 AM to 12 PM)
Late afternoon: 4 PM to 5 PM[192][193]
CallHippo, InsideSales, and Revenue.io's studies confirm the highest connect rates happen between 4 PM and 5 PM. Decision-makers often wrap up tasks before breaks or day's end during these periods. This makes them more open to calls.
Integrate CRM to plan callbacks and track contact rate
Your team's workflow becomes more efficient when you connect your calling system with your CRM. This unified platform improves follow-up efficiency. CRM integration allows your team to:
Log call details and outcomes automatically
Plan calls at optimal times for contacts
Set reminders for upcoming calls and notifications for missed ones
Track the follow-up contact rate percentage [(Number of Follow-Up Contacts / Number of Initial Contacts) * 100]
Persistent follow-up makes a big difference. This becomes even more important since nearly half of salespeople make only one follow-up call. Your CRM integration helps catch every potential conversion chance when combined with strategic timing.
Make Every Ring Count—Let Tendril Double (or Triple) Your Pick‑Ups
Local‑presence numbers, instant double‑dials, voicemail drops, smart SMS, perfect timing—getting each piece right takes discipline and tooling most teams never fully master. Tendril Connect bakes them all into one turnkey platform:
Local Presence at Scale – Hundreds of verified, carrier‑registered local IDs that rotate automatically, so prospects see a familiar number—never “Spam Likely.”
Human‑Initiated Double‑Dial Engine – If the first ring goes unanswered, our agent‑assisted dialer fires a second call within 30 seconds—no pause, no rep action required.
CRM Sync & Real‑Time Dashboards – Every attempt, conversation, and disposition writes back to HubSpot, Salesforce, or your CRM of choice—giving you a crystal‑clear path from dial to deal.
Stop guessing which tweaks will lift your pickup rate—watch it climb in real time. Book a 15‑minute demo and see how teams just like yours are turning 10% answer rates into 40 %+ conversions—with zero extra head‑count.
FAQs
Q1. What is a good pickup rate for cold calling? A typical pickup rate for cold calling ranges from 5% to 15%. However, top-performing sales teams can achieve rates of up to 22%. The success rate depends on various factors, including your industry, target audience, and the strategies you employ.
Q2. How can I improve my call connect rate? To improve your connect rate, focus on using local presence numbers, implementing branded caller ID, and registering your numbers to avoid spam flags. Additionally, utilize power dialers, call during optimal hours (10 AM to 12 PM and 4 PM to 5 PM), and integrate your CRM for better follow-up management.
Q3. Is the double-dial method effective for increasing pickup rates? Yes, the double-dial method can be highly effective. By calling a prospect again within 15-30 seconds if they don't answer the first time, you can potentially increase your connect rates from 20% to between 45-60%. This technique creates a sense of urgency and curiosity among prospects.
Q4. How important is timing when making cold calls? Timing is crucial for cold calling success. Research consistently shows that the best times to call are late morning (10 AM to 12 PM) and late afternoon (4 PM to 5 PM). During these periods, decision-makers are often more receptive to calls, which can significantly impact your pickup rates.
Q5. What role does technology play in improving pickup rates? Technology plays a vital role in boosting pickup rates. Power dialers can increase calls per rep from 20 to 60 daily, saving up to 12+ hours of busywork weekly. CRM integration helps in planning callbacks, tracking contact rates, and ensuring efficient follow-ups. These tools, combined with strategic timing and personalized calling techniques, can dramatically improve your overall calling effectiveness.
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