The Best Time(s) of Day to Make a Sales Call in 2021

sales rep calls prospect at the ideal time. Predicting the best time to call prospects is not a simple task. Factoring in the impact the ... Logo-Full(Color) Skiptocontent English 日本語 Deutsch English Español Português Français ContactSales Login CustomerSupport About AboutUs Careers ContactUs InvestorRelations ManagementTeam Home Software Software TheHubSpotCRMPlatform AllofHubSpot’smarketing,salesCRM,customerservice,CMS,andoperationssoftwareononeplatform. FreeHubSpotCRM Overviewofallproducts MarketingHub Marketingautomationsoftware.Freeandpremiumplans SalesHub SalesCRMsoftware.Freeandpremiumplans ServiceHub Customerservicesoftware.Freeandpremiumplans CMSHub Contentmanagementsystemsoftware.Premiumplans OperationsHub Operationssoftware.Freeandpremiumplans AppMarketplace ConnectyourfavoriteappstoHubSpot.Seeallintegrations Pricing Resources Resources Education Blog Ebooks,Guides&More FreeCourses&Certifications InboundMethodology WhyHubSpot? CaseStudies WhyChooseHubSpot? 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Startfreeorgetademo Sales|4minread TheBestTime(s)ofDaytoMakeaSalesCallin2021 WrittenbyStevenMacdonald @StevenMacd0nald Followalongwith10freesalescalltemplates.Get10FreeSalesCallTemplates Predictingthebesttimetocallprospectsisnotasimpletask.  FactoringintheimpacttheCOVID-19pandemichashadonthewaymanypeopleworkandengagewithbusinesses,flexibleworklocationsandscheduleshavemadesalescalltrendsmoreunpredictablethanbefore.  Let’sseewhattheresearchhastosayaboutthebesttimestocallbuyersin2021. BestTimeofDaytoColdCall Surprisingly,thebesttimeofdaytocoldcallaprospectisbetween4:00p.m.and5:00p.m.theirlocaltime.Mostpeoplearewrappinguptheirdayandaremoreopentodisruptionsthanatothertimesofday.They'realsomorelikelytobeattheirdesks.Notalate-afternooncaller?Keepreadingforthesecond-besttimetocallyourprospects. 1.TheBestDayforSalesCalls A2020studybyGongfoundthatWednesdayandThursdayremainthebestdaysoftheweektocallprospects. Thisfindingisn’tcompletelysurprising.Afterall,peopleareusuallygearingupfortheweekendonFridayandaren’tinterestedinstartingarelationshipwithasalesperson. OnMonday,buyersaretransitioningintoworkmodeandplanningtheirupcomingweek. Bythemiddleoftheweek,peoplehavehadenoughtimetosettleintotheirworkingweekandtakecareofpressingmatterswithoutyourcallfeelinglikeaninterruption. ImageSource 2.TheBestMorningTimeforSalesCalls Makinganearlymorningsalescallmakessense.Itletsyouconnectwithprospectsbeforetheirto-dolistsbecomeoverwhelminglylong.Butisitreallytheoptimaltimetocatchsomeoneatwork? AccordingtoresearchbyRingDNA,thebesttimetocallpotentialbuyersislatemorningbeforelunch,withthehighestlikelihoodofansweredcallsoccurringbetween10a.m.and11a.m.forthepersonreceivingthephonecall. ImageSource Whenyouthinkaboutthestructureofatypicalofficeday,yourealizeat11a.m.,mostpeoplearewrappinguptasksbeforetakinglunchmakingthemavailableandmorewillingtotakeasalescallthanearlierintheday. Similarly,researchsuggeststhelasthouroftheworkday,between4p.m.and5p.m.isagoodtimetoreachprospectsastheybeginwindingdownfortheday.Duringthistime,they'relikelyhesitanttostartanewtask,whichmakesittheperfecttimetotakeaphonecallfromyou. AccordingtoIndeed,reachingoutbeforelunchortowardstheendoftheworkdayisaneffectivestrategyforcoldcallingaswell. 3.TheWorstTimeoftheDayforSalesCalls Whataremostprofessionalsinyourorganizationdoingbetween7and10a.m.?Tricklingintowork.Andwithmanypeoplestillworkingremotely,thatmakesworkschedulesandstarttimesabitmoreunpredictable.  Whencallingbefore10a.m.therecanbeuncertaintyaboutwhetheryourprospectsarereadyandwillingtotakeyourcall.Andoncepeoplehavesettledintotheirworkday,thefirsthourortwoisgenerallyspentorganizingthedayandresolvingimmediaterequests. Oh,anddon'tholdouthopeyou'llreachadecisionmakerifyoucallearlierorlaterintheday.Thosebeginningworkbefore8a.m.areusuallylookingtoprobablygetworkdonewithoutdistraction,makingthemlesslikelytopickupthephone.Thesamegoesforthoseburningthemidnightoil. 4.TheBestResponseTime Ifyouaren'tfollowingupwithnewleadswithinthefirsthourtheybecomequalifiedyoucouldbeleavingvaluableopportunitiesonthetable. CallHippoidentifieda450%differenceinresponsetimeforleadsreceivingafollow-upcallwithinanhourofsubmittinganinquiryandthosethatdidn't. Themoralofthisstory?Whenindoubt,callimmediately. 5.PersistencePaysOff Doyouquitcallingaleadafteryoursecondorthirdvoicemail?Youmightbesellingyourselfshort—wayshort.CallHippofoundover30%ofleadsneverreceiveafollow-upcallafterinitialcontact.However,thesamesurveyfoundsalespeoplehavea90%successrateonmakingcontactwiththeirleadonthesixthcall. Thatmeansbymakingafewmorecallattempts,salesrepscanachievea70%growthincontactrates.Soundlikesomethingyou'reinterestedin?Don'tgiveuptoosoon. ImageSource Similarly,Outreachfoundthewinningsalessequenceforacall-heavysalesprocessconsistsof10emails,sixcalls,andfiveLinkedIninteractionsoverthecourseof33daystomakethesale. 6.Speed-to-CallTrumpsAll Yourabilitytorespondtoaleadquicklycanmakeorbreakyourabilitytolandthesale. Accordingtoresearch,78%ofbuyerspurchasefromthefirstcompanytorespondtotheirinquiry,meaningthefasteryoucanrespondtoaninboundlead,thebetter.Salesteamsthatdon’trespondwithinfiveminutesexperiencealeadqualificationdecreaseof80%. Ultimately,pickingtherighttimetomakeyoursalescallsisessentialtosalessuccess.Whilethesesixrulesofthumbareagoodplacetostart,youmayfinddifferentstrategiesworkbetterforyourbusiness.Testtheseapproachesandadopttheonesthatworkforyou.Youmightbesurprisedtofindhowmanymoreprospectsyoucanreachwithafewsimpletweaks. Editor'snote:ThispostwasoriginallypublishedinSeptember 2015andhasbeenupdatedforcomprehensiveness.   OriginallypublishedAug13,20215:00:00PM,updatedNovember152021 Topics: CallProspecting CallLoggingApp Don'tforgettosharethispost! RelatedArticles HowtoStartSalesCallsSoProspectsDon'tHangUpOnYou Sales  |5minread ExpandOffer ctaSalesPlanTemplate Getitnow Getitnow DownloadforLater