Salespeople have some of the hardest jobs around. They have to manage customers, research prospects, work with various departments, be experts on their products, and do it all while meeting their sales goals, month after month. To do that, they frequently have to make cold calls and meet new people. However, they also have to nurture warm calls and inbound leads from marketing. That’s a lot to do in an eight-hour day.
To optimize their time, salespeople have to have a good handle on time management and an impeccable sense of timing. When you reach a potential customer at the right time, it can result in a sale. The wrong timing, however, often results in being quickly shut down.
There are some good times and some bad times that indicate how successful a sales call might be. We’ve put together a list to help you maximize your time calling leads and to make sure you’re making good use of timing.
Best Days for Sales Calls
The Lead Response Management study, which used data from InsideSales.com, found that the best day of the week for calling prospective customers is Thursday. This may be because Thursday is essentially the last “real” workday of the week. The weekend isn’t quite there yet, but the highest priorities for the week have already been completed. The second best day to make calls is Wednesday – probably for much of the same reason, the week is underway and it’s still a while until the weekend kicks in.
When not to call: The worst days for successful sales calls are Monday and Friday. It’s easy to understand why. Mondays are the start of the work week, and there is typically a lot to do. The more important tasks are often done on Monday, filling up the day with things other than buying.
While everyone loves Fridays, they are the worst time to make sales calls. Picking the right time will help you hit your sales goals. Most people are tired and looking forward to the weekend, and are not looking to do any heavy lifting – like making sales decisions.
Best Times for Sales Calls
In addition to making sales calls on the right days, you also need to consider what times are best for making contact with prospects. In the same study, InsideSales found that early morning and late afternoon are the best times of day to make sales calls in which you actually connect with someone.
The hour between 8 and 9 a.m. is the most productive time to make contact in the morning. It makes sense because most members of the management team (the decision makers) tend to get into the office early, and meetings and appointments are not usually scheduled within the first hour or so of the business day.
In the afternoon, the best time to connect is between 4 and 5 p.m. People are wrapping up their day and having gotten all of the most important work for the day finished, they are likely to have more time to talk.
When not to call: Between 11 a.m. and 2 p.m. marks the least productive times to make sales calls. Why? Of course, it’s lunchtime.
The Exception to the Rule – Inbound Leads
The above best practices are useful for salespeople – except when it comes to reaching out to inbound leads. According to Velocify, the research shows that prospects who receive a call within one minute of their initial inquiry were 391% more likely to convert than those called after that. So, while it may be suggested that calling between 4 and 5 p.m. is best if you get an inbound lead at 9:30 a.m., don’t wait! Call the lead back as soon as possible to increase your chances of closing the sale.
Timing has a lot to do with the success of your sales calls. Making contact with prospects is best done at the times and on the days listed above unless of course, they contact you first. Make sure to track all your sales activities in your CRM for quick recall and access to information when you need it.