Shift Your Cold Calling Hours

Many trainers suggest that you do your cold calling first thing in the morning. Theory being that you “get it out of the way” first thing, and then go on about your day doing what you do best and like to do: sell.

The reality is that you need to shift your prospecting calls to when your target audience is more likely to be available. For some services like ours first thing in the morning is best, first thing being 7:00 to 8:00 – 8:30 a.m. However if your target is a plant manager, service manager, traffic manager, VP ops, you are not likely to find them in their office in the morning, mid-day is probably a better time.

With a bit of research and keeping track, you can typically learn when is a likely time not only to find your target by their phone but also in a position to listen to your approach, and respond in a way that serves your mutual needs. A little preparation, segmentation and planning goes a long way.

Please be clear, we are not excusing you from making calls at all times, just encouraging you to call targets at a time that will yield best results for you.

Part 1 of the SalesMarks Sales Guide: 5 Ways to Get More Sales Appointments