When is the Best Time to Make Sales Calls?

Jul 8, 2014 | Sales

Happy businessman making sales calls

We all have different opinions of when sales calls work best. This is a tough subject because the calls need to be made—but we should never tell clients to only call during specific hours. Every businessperson has his/her own schedule, making it difficult to truly know the ideal time to get in contact. But let’s take a look at what is best according to the research.

Survey Says

This study shows that from 4:00 to 6:00 p.m. and 8:00 to 9:00 a.m. are the best times for sales calls. In fact, the study indicates that these times are over 160% better than calling after lunch. Although most regular work hours are 9:00 to 5:00, if a sales person comes in an hour early or stays an hour late to make an extra sale, it is often worth it.

Personal Experience Says

I have found that for B2B sales, the prime time for me to make a sales call is later in the day, usually between 4:00 and 6:00. I also like to reach out early in the morning. That way, even if I don’t get in touch with my prospects, they tend to call back that day.

When I call during irregular business hours, my hope is that the key decision-maker I’m trying to reach is currently working. I’ve found that many CEOs and managers are incredibly busy throughout the work day, so they often take that extra hour to prepare. It may even be a preferred time to take a call.

The biggest thing to keep in mind is that even though research shows “non-regular” business hours are best, we are still dealing with people, not robots. Respect their schedules and communication preferences. Take time to log your calls to see what is working best for your prospects.

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