So when exactly is the best time to call your prospects in order to try and create an opportunity? It’s a question we hear asked fairly often, often enough that we decided to find out.
So to give you the best chance of success from your own sales calls, here’s what we discovered.
Dr James Oldroyd conducted a study with the Kellogg School of Management looking into the success rate of phone calls. The research was conducted with companies of varying sizes from over 40 industries over a 4 month period, and they received 495 responses.
General practice would have us believe that the best time to call would be late morning. This is because most decision makers are around during lunch and early afternoon when offices are busy. The research shows that this isn’t exactly the case.
So When Is The Best Time To Call?
The most successful calls seemed to be made between the hours of 8am and 9am, and between 4pm and 5pm. From what we’ve learnt at Punch! we would tend to agree that this is the case.
By calling before 9am, the gatekeeper that could prevent you from getting through to the decision maker may not have started work yet. Also, meetings will tend to take place from 9am onwards, as these are ‘normal office hours’. By calling before 9, the decision maker may well be at their desk already, preparing for the day’s work schedule.
The 4-5pm slot may acutally be the most successful. Most decision maker meetings will be taking place over that late morning/early afternoon period. At Punch! we tend to schedule meetings for our own clients between 11am and 3pm, as it allows them to miss the rush hour traffic. If there’s a considerable distance to travel, means they don’t have to leave home at unsocial hours.
It makes sense therefore, that by 4pm, most of their arranged meetings will have taken place. This gives you the opportunity to get through to more of the decision makers more of the time.
So in conclusion, get into the office a bit earlier in the morning, leave those end-of-the-day tasks for another time, and see if you can get through to more of those key prospects.