Know the Best Days and Times to Contact Leads
Are sales down?
Sometimes you have to look at what is working and what’s not working
and revise that master plan. You can’t get stuck in old ways that
are just not cutting it in the business world of today. Look at what
your sales team is doing and determine how you can do better. Maybe
you need to consider the best time to call on a new prospective
for new leads that will turn into the next client. Studies show
there is indeed a best day of the week to prospect for leads and
even a best time of day to contact those leads. Have you figured out
the best time to call on a new prospective customer? Many people
think the beginning of the week is the perfect time for calling on
new customers. If that‘s what you have been doing, odds are you’re
not closing as many sales as you could be closing.
A recent MIT study
conducted by Dr. James Olroyd shows the best time to contact and
actually reach a new prospect is on Thursday followed by Wednesday.
The worst day you could pick for calling on a new prospect is
Tuesday. Calling and actually connecting with people on a Thursday
will increase your success rate by 49.7%. I like those odds – don’t
you? You want to stack all the odds in your favor and convert
those leads into customers. To increase your odds further watch the
clock. There are best times and worst times to call on your leads.
Calling in the early morning before the day actually begins will
bear little in return.
People don’t have
time or patience to listen to you. Calling before the start time to
get in touch with the decision maker is not productive and can be
annoying. If you want the edge over the competition don’t interrupt
their busy day by calling during the 10 AM – 4PM part of the day.
The best time to speak with the prospect is 8AM -10 AM and again 4
PM -6 PM. Calling after 5 PM you are more likely to get that
decision maker to actually be inclined to listen to you. Use the
time of day to your advantage if your territory spans different time
zones. Contact decision makers when the day is winding down not
generate leads via the Internet. This is the one time when speed
will help you beat out the competition. When you get a lead from
the Internet you need to react fast. You want to respond during
those first 5 minutes while you are still fresh on the mind of the
person that is interested in your services. The longer you wait the
more your odds of getting in touch quickly will drop dramatically
especially if an hour or more time has elapsed. Don’t give your
internet leads time to go searching for your competitions website.
Don’t get discouraged early in the game. In other years it only took
about 5 calls to convert a lead into a closed deal. Not so fast
Now it will take on
average 7 touches before you will get a reaction from that lead. So
be patient and put in place a strategic plan that schedules your
week and daily activity to position yourself for getting the
response from your lead. Knowing the best days and times to contact
leads will increase your sales. Now that you know the early bird is
not the one to always catch the worm use the early morning to plan
your daily activity more productively. You can now strategically
determine when your targeted prospects should be contacted for
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