There is a big difference between prospecting calls and sales calls. In a SalesBuzz column, Michael Pedone describes how to approach these two kinds of calls. Knowing when the best time to make sales calls to both prospects and clients could save you time and result in a higher paycheck coming your way.
The Best Time to Make Sales Calls to Prospective Clients
Time of Day
Pedone explains how his early training taught him to organize his workday for maximum efficiency. One of his bosses encouraged him to collect a huge number of prospects before he started actually making sales calls. The prospect bank, which should number between 250 and 500 contacts, must be constantly replenished. This list will be generated through your cold calls, cold emails, referrals, etc. and needs daily attention. As you well know, you do not always reach a prospect on the first attempt, and you may weed out dozens of contacts before you can add a name to your pre-qualified prospects.
Once you have built your list, Pedone says it is time to start making sales calls to these prospects. The first part of each workday is the best time to make sales calls that are ‘first-time’ calls to these prospects. You should keep going until you reach your quota for the day. Then, it is time to work through your ‘non-scheduled follow-up calls.’
The afternoon is the best time to make sales calls that are pure prospecting calls. For a set period of time, you should be calling, emailing and researching potential prospects that you can add to your pre-qualified list. And at the very end of the day, you should spend another hour making outbound sales calls.
Pedone uses this strategy because he believes that making calls to pre-qualified leads at the start of the business day is the best time to make sales calls. His belief is backed up by research. Last year’s Small Business Marketing Forecast, published by Ad-ology Research, a division of Sales Development Services, Inc. and predecessor to AudienceSCAN, revealed that 38% of business owners prefer to be contacted by media sales reps between 9:00 a.m. and 11:00 a.m.
Days of the Week
In addition, you might want to schedule your heaviest calling activity on a day other than Monday. Mondays are not the best time to make sales calls. This is because they are often when business owners are holding their own staff meetings or they are solving operational problems that cropped up over the weekend. Business owners say the best time to talk to media sales reps are Tuesdays (45.6%) and Wednesdays (34.1%).
What do you think of Pedone’s advice? Do you strictly organize your calling schedule on a daily basis? Or do you have another method?