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"Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time." - Quote by Thomas Edison, an American inventor.
For sales and marketing people, it has always been a quandary over when to start 'cold' calls. Cold calls refer to random and unsolicited calls to leads from contacts lists in their possession. In order to grab attention and achieve success, it is important to know when to call a random lead. In this blog, we have put together a comprehensive list to help each company get it right with the timing of the sales calls.
The best days: Mondays is never a good time to call leads as the work week has just begun. People are gearing up for a hectic week with much on their plate and lots to do. Meetings and tasks are being assigned and prioritized. Fridays is also not a good time to call as people are on 'weekend mode" and may not be serious / pay attention, plus they need to finish all assignments/tasks for the week that remain pending. Research has shown that Wednesdays and Thursdays are the ideal days of the week to do calls. By this time, the work matters are running well, and people have settled down. Therefore, any sales calls are not seen as irritants.
The best times: The best times of the day to make calls to leads are morning 1030 to 1130 hours and evening 1600 to 1700 hours. It is these time frames that people are more likely to pick up calls on their cell phones as well as entertain the sales/marketing pitch. Thus, after the people have settled in for the day as well as the end of the day are good time to start dialing the numbers. The worst time to call up is usually at the start of the day between 0800 and 1030 hours, when people are coming to work and starting a new day. They want to begin or complete their tasks and chores. Interrupting their work with calls is not a good idea nor will they seem receptive/open.
Response time to an enquiry: It has been suggested that initial contact with a lead in the same working day should be made within the hour. Any delays could mean loss opportunities. So, don't let there be a time lag (if it can be helped).
Be persistent: By motivating team members to be persistent with their calls, you are setting them up for more chances of success. Follow-up calls to the tune of 5 - 6 spaced out over short period of days can boost success by over 80%. So, don't give up and you will achieve your goal..
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About the Author
RS Maan
Maan joined Salesforce Ecosystem in 2008 with entry of Salesforce in APAC region. He worked on many of the underlying Salesforce Products & it’s functionality, including Heroku, Chatbots, and Einstein before leading Codleo Consulting - Leading Partner of Salesforce.com & Salesforce.org. In his spare time, he immerses himself in travel, books and spirituality.
