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So, when is the best time to pick up the phone and start dialing up those sales calls? We recently had a staff meeting and our discussion was based on a great Hubspot blog, which focused on effective outreach to prospects.
Here are 4 main points – some based on the blog, and others on our own sales strategies. I’m confident these tips will be helpful to you.
#1 It appears Wednesday and Thursday are the best to make those initial sales calls. This is not surprising. Mondays are when folks typically have administrative meetings and Fridays you often see people “checking out.” Although, I will say this as an aside – I’ve found Friday to be a great day to engage our clients with a “check in” conversation and update on our sales process on their behalf.
#2 Time of day to dial up? 8 to 9 in the morning and 4 to 6 in the afternoon. Why? It enables you to perhaps get around gatekeepers and actually connect directly with the people with whom you’d like to reach. More than likely, they are already in the office that day. If you feel some hesitation about making calls at that time – my sense is you might not be the right person for the business development and sales game.
#3 We work with association clients and it’s been effective for us to get to know the rhythm of the industry. For example, we have a fantastic association client representing a great industry – the American Bakers Association (ABA). We’ve found the prospects for ABA are typically at work very early (between 4:00 and 7:00 am). And, they are often gone in the afternoon. The optimum time to reach some of the execs in that industry (particularly the small bakeries) is between 10:00 am and noon. So, keep that in mind. Learn the rhythm of
the industry.
#4 Again, in terms of timing, we are seeing a great deal of engagement in email and digital marketing around the 1 to 2 pm timeframe. This may be when prospects are most tied to their mobile devices or at their desktops.
So, now you can begin to strategize your timing and approach to prospect engagement. Let us know how this works for you at jp@moerycompany.com. Best of luck!