In this episode, Scotty Baudoin explains why avoiding phone calls is one of the most damaging habits in modern sales. By implementing a simple strategy - leaving a voicemail followed by a text—sales professionals can achieve response rates as high as 66%. Making just three calls per day can create hundreds of relationship touchpoints each year, leading to referrals, stronger connections, and measurable revenue growth.

The Forgotten Sales Habit That Drives 15–30% Growth

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The Forgotten Sales Habit That Drives 15–30% Growth

Sales has changed dramatically over the past decade.

Automation.
Email campaigns.
LinkedIn messaging.
AI outreach tools.

But somewhere along the way, many sales professionals abandoned the most powerful tool they ever had: the phone.

In a recent conversation with Scotty Baudoin, we unpacked a simple idea that can transform sales results - pick up the phone.

It sounds obvious. But obvious doesn’t mean easy.

Why Salespeople Avoid the Phone

For many people in sales, the phone feels heavy.

There’s fear of rejection.
Fear of bothering someone.
Fear of hearing “no.”

Scotty describes it perfectly. The phone can feel like it weighs 500 pounds.

So instead, salespeople hide behind email or text messages. They convince themselves that digital communication is more efficient.

But efficiency doesn’t always create connection.

Relationships Still Drive Sales

The truth is simple.

• You rarely build a real relationship through email.
• Email is great for information.
• Text is great for logistics.

But relationships are built through conversation.

• Tone.
• Inflection.
• Laughter.
• Curiosity.

Those human elements are where trust forms. And trust is where deals come from. That’s why picking up the phone still works so well.

A Simple Strategy That Gets Calls Returned

One of the most practical strategies Scotty teaches is surprisingly simple.

Step one: leave a voicemail.

Step two: follow it with a text message.

The voicemail might sound something like this: “Hey, this is Scotty. It’s been a while. Just wanted to reconnect. How’s tomorrow at 10?”

Then immediately follow it with a text: “Hey, just left you a voicemail. How’s tomorrow at 10 to catch up?”

That combination dramatically increases response rates.

According to the data Scotty shared, two out of three calls get returned when this method is used with warm contacts. That’s a 66% response rate.

The Power of Three Calls Per Day

Most people assume they need to make dozens of calls every day.

Not true.

Scotty suggests something much simpler.

Make three calls per day.

That’s it.

Three calls a day equals fifteen calls per week. Over the course of a year, that adds up to 750 conversations or touchpoints.

Think about what happens when you stay connected with 750 people every year.

Opportunities start to appear.

Referrals start to happen.

Relationships deepen.

And revenue follows.

What To Do When Someone Answers

Many people worry about what to say when someone actually answers the phone.

The answer is simple. Start with connection.

• Ask what they’ve been working on.
• Ask how business is going.
• Ask what’s new.

Then at some point, pivot.

• You can ask for a referral.
• You can ask about a problem you might help solve.
• Or you can simply ask if there’s an opportunity to work together.

The key is not being afraid to ask.

The Referral Multiplier

One of the biggest missed opportunities in sales is the referral.  Most people assume referrals have to be awkward or pushy.

They don’t.

A simple question works:  “Who do you know that might benefit from this?”

When you’ve built trust, most people are happy to help. And referrals often convert faster than cold leads.

Why This Is a Competitive Advantage

Here’s the interesting part.

Very few people actually make these calls anymore.

Most sales professionals rely on automation and messaging.

So if you’re the one picking up the phone, you instantly stand out.

You’re memorable.

You’re human.

And in a world of automated outreach, that’s a massive advantage.

Making the Phone Feel Lighter

The real shift here isn’t tactical. It’s mental.

When the goal of the call becomes connection instead of pressure, the phone gets lighter.

Instead of thinking:

“I need to sell something.”

Think:

“I’m reconnecting with someone.”

That mindset shift changes everything.

Because at the end of the day, sales isn’t about pushing products.

It’s about helping people.



And helping starts with a conversation.

Episode Summary

In this episode, Scotty Baudoin explains why avoiding phone calls is one of the most damaging habits in modern sales. By implementing a simple strategy—leaving a voicemail followed by a text—sales professionals can achieve response rates as high as 66%. Making just three calls per day can create hundreds of relationship touchpoints each year, leading to referrals, stronger connections, and measurable revenue growth.

Key Questions This Episode Answers

• Why do salespeople avoid picking up the phone?
• How can phone calls dramatically increase response rates?
• What is the voicemail and text strategy for reconnecting with prospects?
• How many calls per day does a salesperson really need to make?
• How do conversations naturally lead to referrals and sales?

Top Scotty Baudoin Mindset Quotes:

“The most dangerous mistake salespeople are making today is not picking up the phone.”

“That phone can weigh 500 pounds… or it can feel like a feather.”

“Everybody knows the sale happens on the phone, but nobody does it.”

Frequently Asked Questions