The Best Time to Make Calls

By , Queen of Cold Calling

Solo-E Certified Solo Entrepreneur Expert

Wendy Weiss - Queen of Cold Calling

Do you want to reach your prospect directly? Would you prefer to reach your prospect without first having to speak with a secretary or assistant? Then keep these calling times in mind.

As a general rule, the best times to reach high-level executives are before business hours, after business hours or during lunch. Try calling early in the morning before 9:00 a.m. or after 5:00 p.m. At those times, generally, the secretary has not yet arrived or is gone for the day. Executives are frequently answering their own phones.

Calling before and after business hours can actually create a bond between you and your prospect. Your prospect is in the office early, working, or is in the office after hours, working – so are you! That shows that you have something in common, and it shows your commitment to what you are selling.

Lunchtime is a good second choice for a time to reach your prospect. The secretary usually goes to lunch. Her boss frequently does not, and she may be in her office, answering her own phone.

Don’t let preconceived notions keep you from making calls. Many people don’t like Monday mornings, so they assume that Monday mornings are not a good time to make introductory calls. But for some, Monday mornings can be a great time to call. Some people schedule their week on Monday morning, and if you can catch them before they’ve finished their schedule, they can fit you in.

Your may find that there are good calling times for your particular industry. I once was calling Creative Directors in advertising agencies and found that for the most part, I could not begin to reach them until after 10:00 a.m. – so I would start my calls at 10:00 a.m. Keep records of the times that you reach prospects. You will begin to see a pattern emerge. Evaluate that pattern to determine when is the best calling time for your particular market.

Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, sales coach and author. She helps entrepreneurs, business owners and sales professionals gain confidence, reach more prospects, close more sales and make more money. She started her business 15 years ago, representing clients on the telephone and setting new business appointments. While Wendy no longer "dials for dollars" (except for her own business), all of her workshops, seminars, products and individual sales coaching are based on practical, real-life, hands-on experience. She has been featured in BusinessWeek, Entrepreneur Magazine, Selling Power,Target Marketing and various other business and sales publications. Her e-mail newsletter, Opening Doors & Closing Sales has an international readership and her columns are syndicated to 168 different print and Internet publications.

© Copyright 2006 Wendy Weiss

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