Are there times for prospecting when people are more likely to answer sales calls? Turns out there are, and if you time your sales calls correctly you’ll maximize your chances of success. The scheduling tips below can be a good way to start on your journey to becoming a cold-calling pro. The best time of day to make sales calls will depend on a number of factors, but our guidelines include:
The Best Days for Prospecting Calls
The middle of the workweek, Wednesday or Thursday, are preferred. On Mondays most people are ramping up, perhaps taking internal meetings and planning the week ahead. Tuesday can be better but giving people time to take care of more urgent matters of the week and settle into its more mundane tasks can make your call feel less like an interruption. People often feel more accomplished in the middle of the week and may welcome the reward of a phone conversation as a short distraction.
The Best Times of Day
People are more open to disruptions when wrapping up their day than at other times. Accordingly, the best time of day to cold call prospects is between 4:00 pm and 5:00 pm of their local time. Next best are late mornings , 11:00 am–12:00n pm. This is when people are usually wrapping up morning tasks, starting to think about their afternoons, and preparing to break for lunch. After you quickly introduce yourself and what you’re calling regarding, ask first whether now is a good time to talk, or if there’s a time they’d prefer to take your call. This shows that you plan on respecting their time. If they offer a time that’s better, be sure to thank them and call back at the better time.
The Worst Time for Prospecting
Gentlepersons waiting for the best time for prospecting should wait until after other gentlepersons have had their coffee. The worst time to make sales calls is between 7:00 am and 10:00 am. This is when people are trickling into the office, chatting with coworkers as they get in a first cup, setting up their day’s schedule, and resolving immediate requests. When calling early you’re less certain whether your prospects are ready to take your call. Here’s a case whether the early bird doesn’t catch the worm. Those who arrive at work before 8:00 am or work beyond 6:00 pm probably do so because these hours offer them more chance to work without distraction. They’re less likely to pick up the phone.
The Best Time to Respond to Incoming Leads
You have about an hour. Leads receiving a follow-up call within an hour of submitting an inquiry are 4.5 times more likely to convert than those waiting longer. That’s because most real estate clients wind up using the first agent that responds. If you aren’t following up with a new lead within the first hour they become qualified, you’re leaving valuable opportunities on the table. When in doubt, call back immediately. That means right away, even if the call comes in at 4:30 pm on a Friday.
Persistence Pays Off
Don’t quit calling after your second or third attempt. Nearly a third of salespeople do, but 90% of those who persist until the sixth call make contact successfully. That means a few more attempts make a big difference. To close a deal, a winning sales sequence may require a dozen emails, half a dozen calls, and a handful of social media interactions over the course of a month.
Tirelessly dialing prospects every day is an unsexy prospect, but about half of buyers still prefer being called on the phone. Finding the best time for prospecting means creating a daily cold calling action plan that blocks out some these best times for call prospecting. Recording these calls and listening back to identify mistakes can improve your technique. And using automation in your cold calling, like an automatic dialer, can reduce the most tedious parts of the process. Don’t give up. Some salespeople say you have to keep following up until you hear a “no.”
