Reports suggest that 97% of sales calls go unanswered or straight to voicemail. While we could work on leaving an effective voice message that guarantees a callback, stats show that only 11% of those will get returned. And that’s not reassuring at all. This leads us to think about a real solution – KNOWING WHEN TO CALL AND NOT TO CALL!
So, what really is the best time to make a cold call? It’s a bit of a trick question, honestly. Research shows that there is never a “right time” to make a sales call. Data shows that you can make your calls at different time slots and days over the week. While there is no single “right time” to make a sales call, some days and hours are just better than the others. In this article, we break these down to help you improve your connect rates.
CallHippo recently gathered data of more than 1000 clients who engage with their prospects over the phone every day. The research contains data observed over the course 24 weeks with a total of 13750 call attempts, and 1350 successful conversations
They found that Wednesdays and Thursdays are the best days of the week to call prospects. This makes sense because on a Monday, prospects are getting into the work mode and planning their schedule for the week. On Fridays, they’re usually excited about a weekend and wouldn’t be in the right mood to entertain or start a new relationship with a sales rep.
By the middle of the week, they wouldn’t really mind your call because they have had enough time to settle into their takes and would have most likely already addressed the pressing issues.
Ideally, if a prospect fills up a contact form and you get an inquiry, you should reach out to the prospect within 20 minutes. However, let’s assume you are making cold calls from a list of prospects or a B2B contact database. What is the best time to catch them at work?
CallHippo recently gathered data of more than 1000 clients who engage with their prospects over the phone every day. The research contains data observed over the course 24 weeks with a total of 13750 call attempts, and 1350 successful conversations.
It was found that the best time to call your lead is between 3:30 PM and 5:30 PM. The next best hour is during the late morning between 10:30 AM and 12:30 PM. Typically, at 11:00 AM, your prospect is relatively less caught up prepping himself to go for lunch. Similarly, between 3:30 PM and 5:30 PM, they must be winding up for the day.
Before we conclude, let’s lay down some rules
To increase your connect rate, every sales rep should build these basic rules into their cold calling process:
Call according to their time zone. You shouldn’t call when it seems convenient for you. Instead, you should call when it is most convenient for your (you guessed it!) prospect.
Reach out to prospects within 20 minutes of their form submission or inquiry. Companies that reach out their leads within an hour of receiving inquiries are 7X times more likely to engage with a decision-maker.
Rely on a data provider. You can use data platforms like SMARTe Discover to provide you with accurate direct dials. Even a small increase in your connect rates can add thousands of new conversations every year. What’s great about SMARTe Discover is that it provides an impressive global coverage of direct dials and verified business email addresses. SMARTe Discover’s mobile numbers have 70% coverage in North America and 50% coverage in EMEA/APAC across 44 countries. You can also use SMARTe Discover’s Chrome extension to fetch updated phone numbers and email addresses directly from your prospect’s LinkedIn profiles or corporate websites.
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