Top 5 Ways to Reach More Prospects on the Phone

The other day, one of my clients inquired what is the best time of day to call on companies in the United States.  The question came up because this rapidly growing firm has existing client relationships in most regions of the world, and they are looking to expand their presence in the U.S.

As it turns out, Salesmate, a CRM software provider, recently conducted a research study to determine the best day of the week and time of day to make a sales phone call.

Below I’ve listed my five key takeaways from Salesmate’s published research findings and also included my italicized commentary:

  1. The middle of the week is the best stretch of days to do cold outreach.[WESSELS] Agreed.  Extended weekends on Mondays and/or Friday come into play here, as it can be challenging to get a hold of someone on those days.  Thus, it typically is easier to reach someone between Tuesday and Thursday.  Plus, you have to factor in that even if you do reach someone early on a Monday, they may be less inclined to give you their full attention if they are dreading being back in the office and overwhelmed by the treacherous week ahead.  Similarly, certain individuals may be partially checked out when you do manage to get a hold of them on a Friday afternoon as they are likely more focused on upcoming weekend plans.
  2. Wednesday is the best day of the week for sales prospecting, followed by Thursday, and Tuesday. –[WESSELS] Agreed.  In reality, ALL of these middle of the week days are great for prospecting.  It’s crucial to always be prospecting, though, and to not get too behind on your weekly goals for calls made and contacts reached so that you’re not routinely in catch-up mode on Wednesday or Thursday.
  3. Fridays and Mondays are the worst days of the week for initial prospecting calls.  – [WESSELS] Makes sense.  However, Fridays and Mondays should not be avoided completely.  Remember, people are generally in great moods on Fridays.  Why not use that to your advantage and have a productive outbound call block on Friday mornings? Similarly, a solid performance on Monday can set the tone for your entire week’s outbound efforts. Why not get off to a good start on Mondays and keep the momentum going.  Your target market niche may even be more open to taking your call on a Monday morning than you think.  Definitely try for yourself to validate what works best for you.
  4. The 4-5pm block is the best time slot to reach a decision-maker and have a productive conversation followed by 10-11am and 9-10am. – [WESSELS] This is a noteworthy finding.  Personally, I am more of a morning person so I tend to have more productive sales conversations in the mornings.  Plus, since I have international clients, there are days when I’m doing some very early calls.  For that reason, I make a concerted effort to do more calls in the mid-mornings than late in the afternoon.  Nevertheless, it is a fact that many executives and business owners are more apt to take a call late in the day before closing up shop.  For that reason, I’m not surprised the 4-5pm hour came in at number one here.  It’s important to note that to be a top producer, you should not only consistently attack the certain days and times where your decision-makers and influencers are the most available, but also when you are the most alert, upbeat, and on top of your game.
  5. Most sales reps are weak at reaching the decision-maker and following up as they tend to give up after three outbound attempts. – [WESSELS] Completely agree here.  On that note, Sandler Training has even asserted that only 10% of salespeople make more than three contacts with a prospect.  This lack of effort is mind-boggling considering that Sandler’s extensive research also has found that 80% of sales are made on the fifth contact or after!

For those who want to go deeper, you can check out the comprehensive findings from the Salesmate study below.


THE BEST DAY & TIME TO MAKE A SALES CALL

In closing, what days of the week and times of the day do your sales team have the most success in reaching the executive sponsors and decision-makers for your ideal target client?

Does your experience correlate with the learnings and analysis of Salesmate’s research on the ideal time to make a sales call?

If you are looking to expand into new markets or further penetrate existing markets, contact RevSherpas to explore how we can help you develop the appropriate global sales operating model and simplify, standardize, and automate your sales process to rapidly accelerate your sales performance and dominate your competition.

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