A sales call is a risky endeavor in this day and age of many people on “Do Not Call” lists. Nevertheless, the proper approach to a cold sales call allows for the potential for success.
A key consideration to be taken into account when trying to reach a prospective customer is the time of day. The choice of a certain day of the week also makes a huge difference.
Best Time of Day
Early morning between 8 and 9 a.m., right before many people leave for work, is the best time to call, says Bnet writer Geoffrey James. Bnet is a business site from CBS that provides practical business advice to corporate managers and small business owners. Bnet additionally recommends a sales call in the late afternoon between 4 and 5 p.m. when prospects may have likely arrived home from work, but haven’t yet settled down to dinner.
Worst Time of Day
According to a study by Dr. James Oldroyd from the Kellogg School of Management, cited on Bnet, calls around lunchtime are the worst time for a sales call. The reason is the lead is typically unavailable then. An article titled “The Best Time to Make Cold Calls: Survey Results” by Ann Barr in Enx Magazine does give an exception, however. Several professional telemarketers report there that the lunch hour is worth a try if the lead is a challenge to reach at other times.
Best Day to Call
Thursday is the best day to call, continues Geoffrey James of Bnet. This is based on statistical measurements of 50 different companies from the study done by Dr. James Oldroyd. The results of the study indicated Thursday is 20 percent better than a Friday, which is the worst day. Monday was also cited as bad. Canadian telemarketer Shelley Sterling, surveyed by Ann Barr for Enx Magazine, adds that traditional holidays in Canada work best for her, as these are times when leads are least busy and more open to calls.
Other than holidays, the telemarketers quoted on Enx Magazine mention a snowstorm as another potential successful sales call situation. The reason for that success is because people are at home due to the weather and have more time available.
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