Increase Sales: When Is The Best Time to Call Your Leads?

You want to increase sales but you don’t call your leads because you don’t know when the best time is to call.  Is it best to call in the morning, afternoons or evenings?  Is Monday a bad day?  Everyone cancels on Friday don’t they?  Nobody has any money on the 1st day of the month, right?

I learned this story from one of my mentors.  His name is Ben Gay III (Yes that is his real name).  This story is a true story to teach you a mindset that will help you increase sales.

Don’t Believe Everything You Hear

These salespeople believed that Tuesdays were slow sales days.  They could have worked on increasing sales on Tuesdays.  Instead they would get in late to the office, work less than normal and leave early.  Why did they do that?  Because they BELIEVED Tuesday was a slow sales day. They BELIEVED that because they were told that Tuesdays were a slow day. Who told them Tuesdays was a slow sales day?  The people in the MAIL ROOM told them Tuesday was a slow day.

Was it true that Tuesday was a slow sales day?  NO!   Statistics showed that Tuesdays were the second best day of the week for sales.  These sales people believed Tuesdays were a bad sales day because they listened to the staff in the mail room.  Listening to the staff in the mail room who don’t sell anything cost them the chance to increase sales!

Increase Sales by Finding Out When IS the Best Time to Call?

Now that you know that Tuesdays are a good day to increase sales.  What is the worst day?  Here is the answer:  The best time to call or sell is….

Whatever time you can get the UNDIVIDED attention of a qualified prospect!

This means you cannot know when the best time to call or sell your prospect is until you speak to them and they tell you when the best time is for THEM.   I got one of the biggest sales of my entire career on a December 30th which was a Friday after 5 pm.  If I believed that nobody wanted to talk to me on Friday nights I would have missed out on the sale.

Some people believe that the economy is bad and nobody has any money or nobody wants to buy from you.  Some people believe you shouldn’t call on Mondays or in the mornings.  If you believe them you will NEVER increase your sales results.  They are just using it as an excuse to NOT make phone calls anyway.  DON’T listen to them, they are BRAINWASHING you!  Choose to believe only what will help you serve your clients and increase sales.

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Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Comments

  1. Skye Winfrey says:

    Kris, very nice. Great specific to hone in on! An excellent point.

    • Kris says:

      Thanks Skye! Everything Counts!

  2. Skye Winfrey says:

    Also, Kris, in a conversation we’ve had recently (like, ten mins ago), you said something to the effect of, “People will avoid making the phonecalls entirely instead of finding out when the best time might be to reach them.”

    I’m wanting to raise the point with you that often that kind of reasoning (“I don’t know when the right time would be to reach them”) has actually nothing to do with knowing the proper timing.

    I don’t want to call it an ‘excuse,’ per se, but I think a lot of the time we make up reasons (unconsciously) NOT to follow through with an action, because on a deeper level it scares the holy bejeezes out of us. We ACTUALLY don’t do it not because we’re missing some sort of key information (like, when to call a prospective client), but because when push comes to shove, we really just don’t particularly WANT to (at least, not enough to compel us to take action).

    It’s worth recognizing that, I think.

    I’d really like to see you write an entry on that very point – the necessity of really sitting down with ourselves over coffee and examining our blockages to taking action. To pose ourselves the question, “If every conceivable obstacle were removed from me right now, how would I REALLY feel?” And the importance of listening for an honest answer, to see if our obstacle is REALLY the situational/informational blockage (like, not knowing when to reach a prospective client), OR if it’s actually a much deeper thing.

    • Kris says:

      I agree Skye. If we really want to do something, we will find a way. If we don’t, we will find an excuse.

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