"When is a good time to make cold calls?" - Dorothi in Missouri
A classic Sales Paradox is anytime is a good time to make prospecting call and at the same time there is never a good time to make prospecting calls. From my perspective anytime is a good time to make calls.
Sales people, who wait for a good time to call, never make calls, either in person or on the phone. In the morning, they think it is too early to call prospects, in the middle of the day it is lunch time and they are busy, and in the afternoon, the prospects have gone home for the day. The nature of prospecting calls is volume. Anytime is a good time to call either on the phone or in person.
A few years ago I brought a Chief Information Officer (CIO) into one of my sales meetings. One of my sales guys asked a very similar question. The CIO really wanted to answer the question, he paused and said, 'Monday's are bad because of standing meeting, Tuesday to Wednesday running around the organization to meetings, and on Friday I try to get real work done. So even though I want to help you there is no good time to call me.' I jumped up, so the real answer anytime is a good time to call him.
The key to successful prospecting calls in getting your mindset positive that you are calling to help your prospect versus what time you call.
One of my favorite tips for prospecting calls, "Hello Mr. Prospect, my name is Shaun with CloserQ. Did I catch you at a good time?" When I ask 'Did I catch you at a good time' catches them off guard. Listen to their answer and you will get options. The typical answer is 'Never is a good time, how can I help you.' Then I give my 30 seconds on how I can potentially help them. If the say, 'I am busy', I answer 'Sorry, can we set up a time for me to call you back?’
Good Prospecting!
Reader Feedback, please click the comments below to give 'Dorothi' additional information on 'Prospecting' and I want your feedback on my response.
A classic Sales Paradox is anytime is a good time to make prospecting call and at the same time there is never a good time to make prospecting calls. From my perspective anytime is a good time to make calls.
Sales people, who wait for a good time to call, never make calls, either in person or on the phone. In the morning, they think it is too early to call prospects, in the middle of the day it is lunch time and they are busy, and in the afternoon, the prospects have gone home for the day. The nature of prospecting calls is volume. Anytime is a good time to call either on the phone or in person.
A few years ago I brought a Chief Information Officer (CIO) into one of my sales meetings. One of my sales guys asked a very similar question. The CIO really wanted to answer the question, he paused and said, 'Monday's are bad because of standing meeting, Tuesday to Wednesday running around the organization to meetings, and on Friday I try to get real work done. So even though I want to help you there is no good time to call me.' I jumped up, so the real answer anytime is a good time to call him.
The key to successful prospecting calls in getting your mindset positive that you are calling to help your prospect versus what time you call.
One of my favorite tips for prospecting calls, "Hello Mr. Prospect, my name is Shaun with CloserQ. Did I catch you at a good time?" When I ask 'Did I catch you at a good time' catches them off guard. Listen to their answer and you will get options. The typical answer is 'Never is a good time, how can I help you.' Then I give my 30 seconds on how I can potentially help them. If the say, 'I am busy', I answer 'Sorry, can we set up a time for me to call you back?’
Good Prospecting!
Reader Feedback, please click the comments below to give 'Dorothi' additional information on 'Prospecting' and I want your feedback on my response.
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