Colleen – when is the best time to reach new prospects?
When they are sitting at their desk, blank cheque in hand waiting for your call of course!
All kidding aside….Industry trends change and sometimes its difficult to know how and when to keep up. A recent study conducted by MIT and Inside Sales uncovers some of the surprising stats about when the best times to contact new leads and how badly you might be hurting business if you don’t get in touch with leads ASAP. Among the findings:
1) Wednesdays and Thursdays are the best days to contact new leads. In addition to being almost 50% more effective when trying to make first contact than making calls on Monday, these two days are also more effective as far as qualifying leads for the first time.
2) 4-6pm is the best time the make contact with a lead. Although early morning is still the best time to qualify a lead, late in the afternoon and shortly after regular business hours have ended are the best time to make contact with a new lead
3) When responding to a lead that has contacted your company and expects a call back lead response time is critical. The odds of making contact if the callback occurs within 5 minutes is 100 times greater than if that lead is called back within 30 minutes.
Despite all this….don’t use these guidelines as an excuse NOT to call clients every day. Engage clients routinely win business at 4:45 on Fridays and 7:30 am Mondays. Top performers use their whole day to their advantage, not just one hour here or there. So, make sure you are reaching our everyday to your clients for qualification, follow up and closing conversations.
Dedicated to increasing your sales,
3 responses to “New Research on the Best time to Reach New Prospects”
This data is great stuff. Since we manage teams that dial all day for appointment setting, we dug into it at a level that has really optimized our calling. An interesting interpretation of the numbers spurred a blog post: Lead Generation Tip, Take 3 Hour Lunches. If it’s about getting a prospect on the phone, there are certain times that are better than others. No doubt.
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Thanks for putting this out. Helpful info !!