I can’t count the times that I’ve heard our customers raving about Local Presence. Local Presence dialing, a feature of our Intelligent Dialer for Salesforce, makes it seem as though calls are coming from local numbers even when they aren’t.
Prospects automatically see a local area number in their Caller ID by turning on Local Presence.
From speaking to our customers, we know that far more prospects will answer calls from local area numbers. This can dramatically affect sales ROI, since it enables sales reps to have more conversations each day.
“Using Local Presence dialing can increase call answer rates by up to 57%.”
Source: InsideSales.
More Sales Conversations
More conversations mean more opportunities to build relationships, uncover pain points, and move deals forward. When reps spend less time dialing unanswered calls and more time engaging with real prospects, productivity and pipeline growth increase.
Customers using Local Presence have reported higher contact rates, faster response times, and greater efficiency in their outbound efforts. By eliminating the barrier of unfamiliar area codes, reps can connect with more decision-makers and create meaningful conversations that drive conversions.
But Local Presence isn’t just about getting calls answered. It’s about giving sales teams an edge in a competitive landscape where every conversation counts. When combined with AI-driven insights and real-time coaching, reps don’t just reach more people. They have smarter, more impactful conversations that lead to better outcomes.
How Effective is Local Presence?
So how many more conversations can sales reps expect to have by using Local Presence dialing?
“Calls from a local area code are 400% more likely to be answered than those from toll-free or out-of-state numbers.”
Source: Software Advice.
This study confirms what top sales teams already know. Context matters. Buyers are more likely to engage when a call feels familiar. A local area code creates a sense of proximity and trust, making prospects more open to answering.
For sales teams, using dynamic caller ID tools to match local area codes can significantly boost connection rates. But getting through is just the first step. Once a prospect picks up, reps need to establish credibility quickly and deliver value. A strong opening line, relevant insights, and a personalized approach are what truly drive meaningful conversations.
Technology can help reps get more calls answered, but effective sales conversations are what turn those connections into real opportunities.
From Software Advice
Accelerate Sales and Gain a Powerful Competitive Advantage
Software Advice’s numbers definitely echo what we’ve been hearing from our customers, several of whom have described the effect of Local Presence Dialing as working “like magic.” Local Presence is just one fantastic example of a sales acceleration tool that can give inside sales reps a competitive edge. Think about it—if your competitors are using Local Presence Dialing and your outbound sales team isn’t, they may be connecting with 400% more key decision-makers than your reps.
What Is Local Presence Dialing and Why Does It Work?
Local Presence Dialing enables sales reps to automatically display a local area code on a prospect’s caller ID. For example, if you’re calling a lead in San Francisco, your dialer will automatically use a 415 area code, even if your rep is based in New York. This strategy leverages the psychological principle of familiarity—people are far more likely to answer calls from numbers they recognize as local.
The numbers back this up: Businesses using Local Presence Dialing see a significant increase in call answer rates, which leads to more conversations with decision-makers, more opportunities in the pipeline, and ultimately, more closed deals.
Why Timing Is Everything in Sales
There’s a saying in sales that goes, “The first one in wins.” The ability to connect with a prospect quickly—and before your competitors—can mean the difference between closing the deal and missing out altogether. Local Presence Dialing ensures your reps can reach prospects faster and initiate those pivotal sales conversations. It eliminates the hurdle of being ignored simply because your number looks unfamiliar or irrelevant to the prospect.
If your competitors are using Local Presence Dialing and your team isn’t, you’re at a distinct disadvantage. They could be outpacing you in sales ROI by connecting with far more decision-makers and filling their pipeline faster. As Borowsky sums it up: “As a strategy for getting people to answer the phone, Local Presence Dialing is clearly extremely effective.”
Pairing Local Presence Dialing with an Intelligent Dialer for Salesforce can take your outbound sales efforts to the next level. With the right tools, your reps can:
- Automatically adjust to local area codes, boosting answer rates.
- Log all call activity seamlessly into Salesforce for full visibility into performance.
- Prioritize high-value leads by using intelligent call lists and real-time data.
By combining outbound sales tools like Local Presence Dialing with Salesforce integration, your team can work smarter, not harder. The result? More calls answered, more conversations started, and more revenue generated.
The Benefits of Using Local Numbers for Outbound Calls
The benefits of Local Presence Dialing extend far beyond increasing call answer rates. Here’s what sales teams gain:
- Improved First Impressions: A local number makes your call feel relevant and personal, increasing the likelihood that the prospect picks up and listens.
- Higher Engagement Rates: With more answered calls, reps can engage in more meaningful conversations that drive results.
- Streamlined Workflow: An Intelligent Dialer automatically applies local numbers and logs calls, allowing reps to focus on selling instead of manual tasks.
- Better Sales ROI: By connecting with more prospects, your team generates more opportunities, shortens the sales cycle, and increases revenue.
Real Results with Local Presence Dialing
Our customers consistently report remarkable outcomes after adopting Local Presence Dialing. Many describe it as the single most effective way to accelerate sales and gain an edge in competitive markets.
For example:
- One customer reported a 300% increase in answer rates within the first month of using Local Presence Dialing.
- Another saw a dramatic improvement in rep productivity by eliminating the time wasted on unanswered calls.
These results show that the benefits of using local numbers for outbound calls go beyond theory—they translate directly to measurable success in the field.
Local Presence Compliance & Best Practices
Local Presence Dialing is a game-changer for outbound sales, but like any powerful tool, it needs to be used responsibly. Regulations vary by region, and staying compliant is critical. In the U.S., the Telephone Consumer Protection Act (TCPA) governs sales calls, while similar rules exist in Canada (CASL), the UK (Ofcom), and the EU (GDPR).
A few key best practices:
- Always identify your company and purpose for calling. No one likes feeling tricked.
- Respect opt-outs. Keep your DNC (Do Not Call) list updated and honor requests immediately.
- Follow time restrictions. Some regions limit sales calls to certain hours.
- Use CRM tracking. Log all interactions to stay compliant and maintain transparency.
When used ethically, Local Presence Dialing increases answer rates without sacrificing trust. It’s about breaking through the noise, not misleading prospects.
How Local Presence Dialing Helps Different Industries
Real Estate: More Conversations, Faster Deals
In real estate, speed is everything. Agents who connect with buyers and sellers first are the ones closing deals. With Local Presence Dialing, prospects are far more likely to answer a call from what looks like a local agent, rather than an unfamiliar number. This means more responses to listing inquiries, faster follow-ups, and a higher chance of converting cold outreach into real appointments.
SaaS & B2B Sales: More Demos, More Pipeline
B2B sales teams live and die by their ability to get prospects on the phone. If your number looks out-of-state or toll-free, it’s often ignored. Local Presence helps reps break through the initial hesitation, increase live conversations, and ultimately book more demos. And in an industry where every interaction moves a deal forward, more live conversations mean shorter sales cycles and stronger pipelines.
Financial Services: Building Trust From the First Call
Trust is everything in financial services. Whether it’s a loan officer following up on an application, an insurance agent discussing policy options, or an investment advisor reaching out to a potential client, a local number makes the call feel more familiar and credible. Local Presence helps reps establish trust faster, making prospects more comfortable picking up and engaging in meaningful conversations.
No matter the industry, the impact is the same. Higher answer rates, more conversations, and better outcomes. When sales teams remove unnecessary barriers to engagement, they don’t just increase efficiency—they drive real revenue growth.
Local Presence Dialing Resources
Is Local Presence Dialing legal and ethical?
Yes, Local Presence Dialing is legal when used correctly. The key is transparency and compliance with regulations like the Telephone Consumer Protection Act (TCPA) in the U.S. and other local laws. Businesses must ensure they are calling prospects who have not opted out and must accurately represent themselves during conversations.
Ethically, local presence dialing should increase genuine connections and not mislead prospects. Reps should always introduce themselves and their company clearly at the beginning of a call. The goal is to remove unnecessary barriers to engagement, not deceive potential customers.
Does Local Presence Dialing work for international calls?
Local Presence is most effective for domestic calling within a country but can also be applied in specific international markets. Some dialing platforms allow businesses to display local numbers in multiple countries, helping global sales teams improve connection rates across different regions.
However, regulations around number usage vary by country. Companies making international calls should check local telecom laws to ensure compliance and consider alternative strategies like regional sales teams or country-specific virtual numbers.
How does Local Presence Dialing integrate with my CRM?
Most modern sales engagement platforms, including Revenue.io’s Intelligent Dialer for Salesforce, offer seamless CRM integration. This means:
- Automatic call logging to keep records accurate and up to date
- Local Presence activation per lead or territory based on CRM data
- Performance tracking to measure contact rates and optimize dialing strategies
With CRM integration, sales teams can leverage Local Presence without extra manual work. Reps get the benefit of higher connection rates while managers gain full visibility into outreach performance.
Common Misconceptions About Local Presence Dialing
“Local Presence Dialing guarantees a prospect will answer.”
While Local Presence increases the likelihood of an answered call, it doesn’t guarantee it. Call quality, timing, and the value of your outreach still matter. Once the call is answered, a strong opening line and clear value proposition are essential.
“Local Presence is just a trick to fool prospects.”
When used ethically, Local Presence removes unnecessary friction in outbound calling. Prospects are more likely to engage when they recognize a local number, but it’s still up to the rep to earn trust and deliver value in the conversation.
“Local Presence is only useful for cold calling.”
Local Presence benefits all types of outbound sales calls, including follow-ups, re-engagements, and even customer success check-ins. This feature can benefit any situation where higher answer rates lead to better conversations and outcomes.
By understanding how Local Presence works and integrating it effectively, sales teams can increase their outreach success while maintaining trust and transparency with prospects.
If you want to learn more about how Local Presence dialing can revolutionize your outbound sales efforts, contact our sales team. We’re always happy to answer any questions you might have.
