The Best Time(s) of Day to Make a Sales Call in 2021
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sales rep calls prospect at the ideal time. Predicting the best time to call prospects is not a simple task. Factoring in the impact the ... Logo-Full(Color) Skiptocontent English 日本語 Deutsch English Español Português Français ContactSales Login CustomerSupport About AboutUs Careers ContactUs InvestorRelations ManagementTeam Home Software Software TheHubSpotCRMPlatform AllofHubSpot’smarketing,salesCRM,customerservice,CMS,andoperationssoftwareononeplatform. FreeHubSpotCRM Overviewofallproducts MarketingHub Marketingautomationsoftware.Freeandpremiumplans SalesHub SalesCRMsoftware.Freeandpremiumplans ServiceHub Customerservicesoftware.Freeandpremiumplans CMSHub Contentmanagementsystemsoftware.Premiumplans OperationsHub Operationssoftware.Freeandpremiumplans AppMarketplace ConnectyourfavoriteappstoHubSpot.Seeallintegrations Pricing Resources Resources Education Blog Ebooks,Guides&More FreeCourses&Certifications InboundMethodology WhyHubSpot? CaseStudies WhyChooseHubSpot? Services Onboarding&ConsultingServices HireaServiceProvider UserResources PartnerPrograms DeveloperTools Community About About AboutUs Careers ContactUs InvestorRelations ManagementTeam Startfreeorgetademo English 日本語 Deutsch English Español Português Français ContactSales Login CustomerSupport Marketing Sales Service Website Subscribe SubscribetoOurBlog Stayuptodatewiththelatestmarketing,sales,andservicetipsandnews. SubscribeviaEmail SubscribeviaEmail Marketing Sales Service Website EmailAddress We'recommittedtoyourprivacy.HubSpotusestheinformationyouprovidetoustocontactyouaboutourrelevantcontent,products,andservices.Youmayunsubscribefromthesecommunicationsatanytime.Formoreinformation,checkoutourprivacypolicy. ThankYou! Youhavebeensubscribed. Startfreeorgetademo Sales|4minread TheBestTime(s)ofDaytoMakeaSalesCallin2021 WrittenbyStevenMacdonald @StevenMacd0nald Followalongwith10freesalescalltemplates.Get10FreeSalesCallTemplates Predictingthebesttimetocallprospectsisnotasimpletask. FactoringintheimpacttheCOVID-19pandemichashadonthewaymanypeopleworkandengagewithbusinesses,flexibleworklocationsandscheduleshavemadesalescalltrendsmoreunpredictablethanbefore. Let’sseewhattheresearchhastosayaboutthebesttimestocallbuyersin2021. BestTimeofDaytoColdCall Surprisingly,thebesttimeofdaytocoldcallaprospectisbetween4:00p.m.and5:00p.m.theirlocaltime.Mostpeoplearewrappinguptheirdayandaremoreopentodisruptionsthanatothertimesofday.They'realsomorelikelytobeattheirdesks.Notalate-afternooncaller?Keepreadingforthesecond-besttimetocallyourprospects. 1.TheBestDayforSalesCalls A2020studybyGongfoundthatWednesdayandThursdayremainthebestdaysoftheweektocallprospects. Thisfindingisn’tcompletelysurprising.Afterall,peopleareusuallygearingupfortheweekendonFridayandaren’tinterestedinstartingarelationshipwithasalesperson. OnMonday,buyersaretransitioningintoworkmodeandplanningtheirupcomingweek. Bythemiddleoftheweek,peoplehavehadenoughtimetosettleintotheirworkingweekandtakecareofpressingmatterswithoutyourcallfeelinglikeaninterruption. ImageSource 2.TheBestMorningTimeforSalesCalls Makinganearlymorningsalescallmakessense.Itletsyouconnectwithprospectsbeforetheirto-dolistsbecomeoverwhelminglylong.Butisitreallytheoptimaltimetocatchsomeoneatwork? AccordingtoresearchbyRingDNA,thebesttimetocallpotentialbuyersislatemorningbeforelunch,withthehighestlikelihoodofansweredcallsoccurringbetween10a.m.and11a.m.forthepersonreceivingthephonecall. ImageSource Whenyouthinkaboutthestructureofatypicalofficeday,yourealizeat11a.m.,mostpeoplearewrappinguptasksbeforetakinglunchmakingthemavailableandmorewillingtotakeasalescallthanearlierintheday. Similarly,researchsuggeststhelasthouroftheworkday,between4p.m.and5p.m.isagoodtimetoreachprospectsastheybeginwindingdownfortheday.Duringthistime,they'relikelyhesitanttostartanewtask,whichmakesittheperfecttimetotakeaphonecallfromyou. AccordingtoIndeed,reachingoutbeforelunchortowardstheendoftheworkdayisaneffectivestrategyforcoldcallingaswell. 3.TheWorstTimeoftheDayforSalesCalls Whataremostprofessionalsinyourorganizationdoingbetween7and10a.m.?Tricklingintowork.Andwithmanypeoplestillworkingremotely,thatmakesworkschedulesandstarttimesabitmoreunpredictable. Whencallingbefore10a.m.therecanbeuncertaintyaboutwhetheryourprospectsarereadyandwillingtotakeyourcall.Andoncepeoplehavesettledintotheirworkday,thefirsthourortwoisgenerallyspentorganizingthedayandresolvingimmediaterequests. Oh,anddon'tholdouthopeyou'llreachadecisionmakerifyoucallearlierorlaterintheday.Thosebeginningworkbefore8a.m.areusuallylookingtoprobablygetworkdonewithoutdistraction,makingthemlesslikelytopickupthephone.Thesamegoesforthoseburningthemidnightoil. 4.TheBestResponseTime Ifyouaren'tfollowingupwithnewleadswithinthefirsthourtheybecomequalifiedyoucouldbeleavingvaluableopportunitiesonthetable. CallHippoidentifieda450%differenceinresponsetimeforleadsreceivingafollow-upcallwithinanhourofsubmittinganinquiryandthosethatdidn't. Themoralofthisstory?Whenindoubt,callimmediately. 5.PersistencePaysOff Doyouquitcallingaleadafteryoursecondorthirdvoicemail?Youmightbesellingyourselfshort—wayshort.CallHippofoundover30%ofleadsneverreceiveafollow-upcallafterinitialcontact.However,thesamesurveyfoundsalespeoplehavea90%successrateonmakingcontactwiththeirleadonthesixthcall. Thatmeansbymakingafewmorecallattempts,salesrepscanachievea70%growthincontactrates.Soundlikesomethingyou'reinterestedin?Don'tgiveuptoosoon. ImageSource Similarly,Outreachfoundthewinningsalessequenceforacall-heavysalesprocessconsistsof10emails,sixcalls,andfiveLinkedIninteractionsoverthecourseof33daystomakethesale. 6.Speed-to-CallTrumpsAll Yourabilitytorespondtoaleadquicklycanmakeorbreakyourabilitytolandthesale. Accordingtoresearch,78%ofbuyerspurchasefromthefirstcompanytorespondtotheirinquiry,meaningthefasteryoucanrespondtoaninboundlead,thebetter.Salesteamsthatdon’trespondwithinfiveminutesexperiencealeadqualificationdecreaseof80%. Ultimately,pickingtherighttimetomakeyoursalescallsisessentialtosalessuccess.Whilethesesixrulesofthumbareagoodplacetostart,youmayfinddifferentstrategiesworkbetterforyourbusiness.Testtheseapproachesandadopttheonesthatworkforyou.Youmightbesurprisedtofindhowmanymoreprospectsyoucanreachwithafewsimpletweaks. Editor'snote:ThispostwasoriginallypublishedinSeptember 2015andhasbeenupdatedforcomprehensiveness. OriginallypublishedAug13,20215:00:00PM,updatedNovember152021 Topics: CallProspecting CallLoggingApp Don'tforgettosharethispost! 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