In Cold Calling

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

HubSpot

InsideSales.com’s Lead Management Response Study http://www.leadresponsemanagement.org/images/lrm_study.pdf

This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

HubSpot

InsideSales.com’s Lead Management Response Study 

Recommended Posts
Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist PodcastCold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales Evangelist