People are always asking me when the best times to call are.
I’m never sure if they’re looking for an excuse for when NOT to be calling or a secret answer to success.
The bad news is… there isn’t a secret answer.
The good news is… you CAN figure out YOUR answer.
Step 1: be honest with yourself and know, When I’m at My Best
Every salesperson is different – I’m great first thing in the morning, someone who used to work for me was fantastic starting at 10:00am, plus I had a salesperson who was so good from 5:00-7:00pm eventually we moved her to an alternate schedule.
When are you the most enthusiastic, highest energy, creative, etc?
When are you better able to handle the little let downs that happen when doing the sales activity that feels difficult for you?
When are you at your best?
Step 2: figure out When People Answer
The reason you need to figure out when people answer for yourself is that there are many factors that go into this, here are my top three:
- What industry segment are you calling on?
- What job title/function do the people you want to reach have?
- Where in the world are you… and where are the people you’re calling?
Track for a couple of weeks – what time it is when people answer the phone. Look for the patterns. Time map the resutls.
Step 3: ONLY FOCUS on Outbound Calling where those two intersect!
I’m not kidding when I tell you to ONLY FOCUS on outbound calling in the intersection. Don’t schedule client meetings, tell your boss why you don’t want to attend training then, don’t get distracted by what needs to be done after a great call.
Take your notes, set aside the work to be done for later – then dial again.
Also notice I didn’t say only make outbound calls when those two intersect. Instead times you’re not at your best, but people answer – make your calls that don’t require as much energy as let’s say prospecting does.
You’ve created the Venn Diagram answer for when the best times to call FOR YOU will be.