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.
© 2005 Wendy Weiss
Wendy Weiss, "The Queen of Cold Calling & Selling Success," is a sales trainer, author, and sales coach. Her recently released program, "Cold Calling College", and/or her book, "Cold Calling for Women", can be ordered by visiting http://www.wendyweiss.com Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at www.wendyweiss.com
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