Thoughtful Thursdays – When is the best time to call my prospects?
A question that comes up on a regular basis from those new to sales is “When is the best time to call my prospects?” The question is often raised after a series of unsuccessful attempts to reach the prospect and the sales person is frustrated at not being able to connect in real time.
While I am not sure there is a “best” time, there are ways to determine when you are most likely going to get through to your prospect.
- Try calling different days at different times. Some businesses have regularly scheduled meetings and if you call when those meetings are being held, you will not reach your prospect.
- First thing Monday morning may not be the best time if that is when your prospect takes care of what happened over the weekend. It may be a good time if that is when they set up their weekly schedule.
- Late Friday afternoon may be a good time to reach the owner, after the week’s activities are completed and the office is quiet
- After normal business hours may also be a good time to reach the owner. Everyone else has gone for the day and they most certainly will not let the phone go unanswered as it might be a customer.
Being methodical about your calling habits will have better results than random calling or calling at the same time each day. You are looking for windows of opportunity having a process to follow will facilitate finding that window.
Moving forward, after you have reached your prospect, ask them when it is most convenient to take your call.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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