The Best Times to Make Sales Calls That Bring You More Sales

Introduction

Sales calls are a crucial component of any business plan, yet not every call is a good one. Your call may be timely and this can make a great deal of difference. By calling at the appropriate time, you stand a better chance of attracting the prospect to your side, establishing a rapport and eventually closing the deal. Knowing when to make sales calls may mean the difference between a lost opportunity and a successful conversion.

In this article, we are going to discover the importance of timing in sales calls, when the most opportune time to make the calls is when to avoid making the calls and how to maximize your call strategy to be able to get better results.

Why Timing Matters in Sales Calls

A sales call can be doomed or made by timing. The time of contact determines the availability, mood and receptiveness of people. An example is that one may not be in a good position to call one during a busy working day, or after a stressful meeting, as they may be too distracted or even too tired to listen to the pitch.

Studies show that sales success is highly dependent on when a call is made. Reaching customers at the right moment maximizes your chances of getting through to the decision-maker and holding their attention long enough to present your offer. A well-timed call can create a positive impression, while a poorly timed call can result in a missed opportunity.

Best Times to Make Sales Calls

Early Morning (8 AM - 10 AM)

Why early mornings are effective:

Reaching out to prospects in the morning, when most people are still in bed, is an underestimated time slot. Most individuals begin their workday by checking through their emails to determine their priorities for the day and thus are more likely to answer a call. During these hours, individuals are usually more attentive and are not distracted by the rush of the working day.

Types of customers best reached during this time:

Senior executives and top-level decision-makers are especially reachable in the early mornings. These workers are usually early at the office and this is how they start their day. They are fond of fast and effective dialogues because they are usually very busy. In case you are trying to reach high-level professionals or those who have their schedules filled, then the early morning time slot is the best.

Late Morning (10 AM - 12 PM)

Benefits of calling before lunch:

Late morning is one of the most productive times of the day. At this time, everyone is well established in his or her job and chances are high that he or she will be involved in fruitful discussions. They have sipped their coffee, read their emails, and are generally in a concentrated mood and thus more open to a sales call.

When people are most focused and receptive:

At these hours, individuals have gone beyond the morning distractions and they are busy with their work. The late morning sales calls are more likely to be successful because the prospects are not tired from the working day and they are willing to listen to new ideas and solutions in general. The window before lunch is especially favorable, as customers do not yet think about the break and have fewer chances to be in a hurry or distracted.

Early Afternoon (1 PM - 3 PM)

Post-lunch productivity peaks and ideal timing:

After lunch is usually a two-edged sword. Some individuals might get lethargic after a meal, whereas others are the most productive in the early afternoon. At this point, they have digested the first assignments of the day and can concentrate better. This is why it is possible to call customers in the early afternoon, as it may be a wonderful time to get in touch with them, as they are ready to communicate.

Best for follow-up calls and reaching decision-makers:

Follow-up calls should be made in the early afternoon, especially to those prospects who have shown some interest in your product or service. The decision-makers are usually accessible, and there is a better chance of your call being taken seriously, especially when they are already thinking of the next actions in their buying process. It is also a good occasion to send reminders because prospects might have already done with their morning meetings and start thinking about what to do next.

Late Afternoon (3 PM - 5 PM)

Considerations for reaching busy professionals towards the end of the day:

The late afternoon is a difficult time, particularly when you are attempting to contact top-level decision-makers. It is possible that many people begin to get tired of the day, thus they will be less willing to have a detailed conversation. Nevertheless, this time can be utilized effectively to reach the mid-level managers or support staff who might be more flexible at the end of the working day.

Ideal for last-minute decision-making:

In other businesses, late afternoon is the ideal time to make final sales or get commitments, since people are in the process of concluding what they need to do in the day. It works best with clients who want to make fast decisions before the close of work or clients who want to close shop. It is possible to use this window particularly well when the offer should be time-sensitive or when the customer is in dire need of your solution.

The Worst Times to Make Sales Calls

Not every time of day is optimal for making sales calls. Some hours are notoriously bad for getting in touch with prospects, and calling during these times can lead to poor response rates.

Early mornings on Mondays:

Many professionals often view Mondays as a recovery day, particularly in the morning hours. People are on top of their emails and getting their priorities straight in the week ahead. The failure to make a sales call at such times may end up frustrating the caller as well as the prospect. Most individuals will be occupied with their weekly agenda to be involved in any sales discussion.

Late evenings:

You should avoid late evenings, especially after 6 PM. The majority of professionals are going home or visiting their families. After-work calls are generally undesirable and there is little probability of speaking to a decision-maker. When you finally get through, he or she might be too tired or too busy to talk effectively.

Factors to Consider When Choosing the Right Time

Industry-Specific Considerations

The timing can be different according to the industry you are targeting. As an example, during B2B sales, it could be beneficial to call early in the morning or late in the afternoon since decision-makers are busier during the day. Conversely, B2C sales, more so of products or services meant for the consumer, may be more effective in the evening when they are at home and more responsive.

Time Zone Differences

In the process of making sales calls to various regions, it is important to take into consideration the difference in time zones. When you call at 9 AM in your time zone, it may be 6 AM in their time zone and the prospect may not be available when you call. Scheduling tools and CRM systems can be used to schedule calls in a manner that can accommodate time zones, hence reaching the prospects at the most appropriate times.

Personalizing the Call Time Based on Customer Behavior

You can improve your timing strategy by using the information from past interactions. When you know when the prospects have been reading your emails or attending meetings, you can determine the most suitable time to reach them in the future. A personalized approach will make sure that you make calls at a time of the day when the prospect is most likely to be available and receptive.

How to Optimize Your Sales Call Timing Strategy

The best way to maximize the effectiveness of your sales calls is to take advantage of tools and strategies that assist you in scheduling calls at the most effective times.

• CRM and Analytics: An effective CRM system will allow you to monitor your relationships with customers and determine trends in call time that will produce better results. The data on the time of previous successful calls may be analyzed and used to make future scheduling decisions.

• Automated Scheduling Tools: Calendly or Google Calendar is one of the platforms that can assist you to organize and plan calls, ensuring that they are timely according to the time zone and preference of the prospect.

• Sales Enablement Tools: Applications such as Qoli.ai or SalesLoft give you additional functionality that allows you to automate the follow-up process as well as better organize sales calls so that you can make them at the most opportune time.

Conclusion

In conclusion, the timing of your sales calls plays a critical role in determining their success. Knowing when to call, e.g., early mornings, late mornings, and early afternoons, will help to maximize the chances of getting through when the prospects are most likely to accept the call. Not making mistakes of poor timing, like early mornings on Monday, or late evenings, helps you not to squander the golden opportunities. You can maximize your call strategy to increase productivity and make more sales by taking into consideration aspects such as industry, time zones, and customer behavior, and employing such tools as CRM systems and scheduling applications.