The Best Time To Contact Potential Customers

We assume that you have found a hot potential on the phone list.

However, you don't know when to call.

What is the best time to call in a week?

Monday

Tuesday

Wednesday

Thursday

Friday

Incidentally, readers of Sales Machine saw this test very early because it was based on the early content of the blog.

The correct answer is Thursday.

Dr. James Olderoyd of Kellogg School of management recently studied over one million telephone electronic records of potential customers from thousands of sales professionals in 50 companies.

He then applied statistical measurements to generalize the patterns of success and failure.

He found that a potential customer was identified on Thursday.

Well, now you know the correct time to call...

Just as some days are better than others, when it comes to contacting potential customers, some time of the day is better than other times.

Of course, there are many theories on this issue.

For example, I have heard that the best time to call is lunch time, because at this time, potential customers are most likely to answer their personal calls.

But this is just a hearsay suggestion.

Here we talk about science.

So here's your next question:

When is the best time to call in a day?

Early morning (8 a.m. to 9 a.m.)

Morning (9 a.m. to noon)

Afternoon (1 p.m. to 4 p.m.)

Evening (4 p.m. to 5 p.m.)

The correct answer is morning (8 a.m. to 9 a.m.), followed by evening (4 p.m. to 5 p.m.).

(needless to say, I mean the time zone for potential customers, not yours!

Alder Lloyd's research shows that the worst time is just after lunch.

As a matter of fact, the possibility of making a sales call confirming the qualification of sales leads in the morning is 164%. higher than that from 1 noon to 2 noon.

Well, now you call the right time on the right day, and there is an overriding rule.

If you are interested, please continue to look at...

When you collect information about sales leads in real time, a special rule is at work.

This happens when a customer calls your company to respond to advertising or direct mail, but this usually happens on the Internet when a potential customer visits your website.

Obviously, if you quickly contact your potential customers, you will be more likely to confirm the sales leads.

But how fast is speed?

How long will it be appropriate to contact the "hot" sales leads?

For most B2B markets, the correct answer is one hour, and the longer the time is, the longer the sales leads will no longer be "hot".

This is still a clue, but this is actually the same as any old sales clue from the list.

Alder Lloyd's research shows that in B2B's sales environment, the biggest chance of identifying a sales leads occurs within 20 minutes of showing interest.

However, for the possibility of bringing in a qualified potential customer, calling in 5 minutes is 21 times longer than waiting for 1.5 hours to call again.

Some industries are not so sensitive to time.

For example, in the financial services industry, as long as you call the hot sales clues within 24 hours, you still have the opportunity to identify the clue and bring it into your channel.

But this is an exception, not a rule. It is always much more effective to call back quickly.

On this basis, the following is your practice:

Step 1: reschedule.

Arrange your phone call in the early morning or evening, preferably on Thursday, but avoid Friday, especially avoid Friday afternoon.

Step 2: prioritization.

If you get sales leads from websites, you always call them first.

For other clues on your list, first call the first clue.

Step 3: adaptation.

If you find that you can't reach potential customers, move on and leave a voice mail.