Colleen –“I have read that the best time to reach people is in the morning between 8:00-10:00 am. What do you think?”
The only best time to call your prospects is when they are at their desks, willing and able to take your call. Since that time will be unique to every prospect you have, how can you find out the best time to make your calls?
One suggestion is to pick a time every day that you will dedicate to making calls, and then stick to that time slot religiously for 2 weeks. At the end of the 2 weeks, measure the results, and make note of how many voice mails, gatekeepers and live voices you reached. If the number of voice mails seemed too high, try picking a different time to make calls for the next 2 weeks, and then measure those results. If you get through to more people – bingo! You’ve found a better time to call your prospects – at least for that 2-week period. That’s the catch. The truth is, you have no idea what’s going on, on the other side of the phone, and you certainly can’t control it. What you can control are the number and consistency of calls you make. The best way to do that is to block the time off in your calendar, turn off your email and other distractions, and then make the calls each and every day – no exceptions. Too many reps hide behind waiting for the “prefect time” to make calls. Over the long run, this can become a serious mental block, an excuse to procrastinate or even a way to avoid making calls all together. Believe me; I’ve heard every reason for making or not making calls at any given hour on any given day. They’re all right, and they’re all wrong. What they really are, is excuses.
At the risk of repeating myself: sales success comes from making calls consistently. Period. So pick a time that works for you.
Encouraging you to make your calls NOWso you can increase your sales!