Outbound sales for chargeback and fraud prevention companies

Cormac Repman
5 days ago
4 min read

Chargeback and fraud prevention companies face a unique sales challenge: your buyers don't know they need you until they've already been hit with a problem. By then, they're reactive, stressed, and comparing three solutions at once. Outbound sales flips this dynamic. You reach them first, educate them on risk exposure, and position your platform as the proactive choice.

I've watched fraud prevention teams struggle with outbound because they treat it like enterprise software sales. It's not. Your buyers are risk officers, compliance directors, and payment operations managers who are drowning in regulatory pressure and chargeback costs. They respond to outreach that speaks their language: liability, operational efficiency, and audit defense.

Why Outbound Works for Fraud Prevention

Fraud prevention is a category that requires awareness-building. Unlike other fintech verticals, your prospects aren't searching for "chargeback solutions" in bulk. They're buried in daily operations, flagging disputes, and adjusting rules. You have to reach them directly.

The outbound advantage here is specificity. You can target payment processors with high chargeback rates. You can identify merchants managing $10M+ in transaction volume. You can find compliance officers at regulated institutions who are being pushed harder on fraud metrics by their boards.

When you do this right, response rates to targeted fraud prevention outreach range from 2-5%, depending on list quality and messaging. That's significantly higher than generic fintech cold emails.

Building a Targeted Prospect List

Start with clarity on ICP. For chargeback solutions, this usually means:

Payment processors and gateways (processing $50M+ annual volume)

Acquiring banks and merchant services providers

Marketplaces and platforms handling third-party seller risk

Cryptocurrency and fintech platforms with higher fraud exposure

Insurance companies offering cyber and fraud coverage

The specificity matters. A payment processor with 5,000 merchant customers and a 1.2% chargeback rate is your ideal prospect. A small B2B SaaS tool with 20 transactions per day is not.

Research your prospect's chargeback filing rates using:

SEC filings and quarterly earnings calls (they often cite fraud and chargeback rates)

Published risk disclosures

Industry reports from Nilson Report or processor annual statements

LinkedIn activity showing hiring of fraud or risk teams

Don't build generic lists. A targeted list of 150 prospects aligned to your ICP will outperform a list of 5,000 loosely qualified names.

Crafting Fraud-Specific Outreach

Your initial message needs to do one thing: surface risk your prospect isn't quantifying.

Generic opening: "Hi Sarah, I saw you work in fraud prevention. We have a great platform."

Effective opening: "Hi Sarah, we analyzed chargeback filing patterns for companies in your space over the last quarter. COGS merchants are seeing 1.4% rate increases year-over-year. That's costing an average acquiring bank $2.1M annually in false positives and operational overhead. Would a 20-minute conversation make sense to see where Acme sits?"

The second example works because it:

Mentions a specific metric (1.4% increase)

Ties it to their business (acquiring banks)

Quantifies the pain ($2.1M)

Asks for a small commitment (20 minutes)

Build 3 to 4 variations of this approach. Test against:

Chargeback rate pain

Regulatory compliance pressure

Customer win-back costs after fraud

False positive operational costs

Different buyer personas respond to different angles. A risk officer cares about liability. A payment ops manager cares about labor cost reduction.

Overcoming the Skepticism

Fraud prevention buyers have heard the pitch. They're skeptical of "AI-powered solutions" and "proprietary algorithms." Your outreach needs to pre-empt this.

Instead of making claims, make them a question:

"Most teams we talk to say their current system generates too many false positives. Does Acme see the same friction?"

This accomplishes several things:

Shows you understand their reality

Invites them into a conversation (not a pitch)

Positions your tool as a solution to a known problem

Don't lead with features. Lead with outcomes: reduced false positives, faster dispute resolution, lower operational cost per transaction, improved customer experience.

Moving from Outreach to Calls

Response rates matter, but conversion to first call is what counts. You're aiming for a 10-15% conversion rate from initial outreach to a booked call.

To hit this:

Follow up 3 times minimum (not aggressive, spaced 5 days apart)

Vary your angle with each follow-up (don't just repeat the same message)

Add value in the second or third message (share an industry report, reference a recent regulatory announcement, mention a competitor's new chargeback filing)

Use a calendar link in your CTA (removes friction)

Most fraud prevention teams stop after one "no." That's leaving money on the table. Your second follow-up, sent 10 days later with new information, often gets the highest response rate.

When to Scale with a Real Calling Team

Email alone works until it doesn't. Once you've warmed up 200-300 prospects and understand your ICP deeply, add live calling to your motion. This is where fraud prevention sales really accelerates.

Why calling? Because:

Your buyer is busy. A voicemail from a human voice gets answered faster than a third follow-up email.

Objections that would kill email replies get resolved in real time on a call.

You build rapport. Risk officers remember people. They don't remember emails.

A calling team that reaches your ICP directly can get 20-25% of conversations booked into discovery calls, compared to 10-15% with email alone.

This is where Nurturance helps. We run calling teams through the Glencoco marketplace. Your sales team focuses on closing deals. Our calling teams focus on pipeline generation, pre-qualification, and booking discovery appointments with decision makers at the right companies.

The best fraud prevention sales programs I've seen share a common trait: they're specific, persistent, and human. They don't treat all buyers the same. They understand that a VP of Risk at a payment processor has completely different pressures than a compliance officer at an insurance company. They follow up when others would give up. And they use real conversation to move deals forward, not just template emails.

If you're running a chargeback or fraud prevention platform and your outbound motion feels stalled, the fix isn't usually your product or your price. It's your list precision and your call frequency.

We help fintech and insurtech companies build outbound programs that work. If you'd like to discuss how we can build a calling team for your fraud prevention platform, book a conversation with me here. I usually have availability Thursday and Friday.