When is the Best Time to Call A Prospect?

There are many studies floating out here in this big cyber world that give us different indications of the best possible time to call prospects.

I once met a salesman who only ever made sales calls at 8.45am and 5.15pm – with the theory that at 8.45am the prospect is free because their working day may not have started yet, and the theory that it would have just finished at 5.15pm. I’ve heard others who only call in the morning, because a lot of research shows us that people have more energy in the morning. I’ve met others still who only make their calls in the afternoon, because ‘most people would schedule their important meetings in the morning’.

I know some who would never call on a Sunday, others who preference a Friday afternoon to catch prospects in a good mood, and a small but passionate minority who believe you should always try and get someone right on lunchtime.

Unsurprisingly, with all this anecdotal and research-based evidence pointing us in many directions, a common question I am asked is: When is actually the best time to call a prospect? 

The real answer is surprisingly simple: The best time to call a prospect is now.

Barring the ridiculous hours most would designate to sleep or dinner, now is always the best time to call.

There is always a theory that will tell you why you should call later. This is a great catalyst for ‘call reluctance syndrome’; that unfortunate disease that leaves our pockets dry and our minds plagued with excuses.

If we wanted to, we could spend a whole day putting off calls for one reason or another:

‘It’s too early now, I’ll call them at 10am.’

‘They’re probably having a morning coffee now or in the middle of a meeting. I’ll call at 12pm.’

‘I don’t want to interrupt their lunch! I’ll call later this afternoon.’

‘I don’t want to catch them with 3.30itis – I’ll call before closing.’

‘Well now they’ll be finishing up their day ready to go home... I’ll just call tomorrow.’

Do not allow theories about ‘the best time’ to propel procrastination and validate why you shouldn't be calling someone. A successful salesperson makes sales calls. Period. If you’re wondering if you should call now or later, the answer is now.

So what are you waiting for... don't you have some numbers to dial?

Make Today the Day,

Sonia

This blog post was originally posted on my training website, Statusone.com.au, on Feb 28, 2017. I have since been moving some of my favourite blog posts from there over to here, as this is now my ‘content hub’ and I want you to have access to some of the cool stuff I’ve written about before. You can still check out the Status One site if you’re interested in corporate training if you want. Also, don’t forget to sign up for the newsletter below for updates and weekly exclusive content.