When It Comes To Cold Calls—Timing Is Everthing
Cold calling has always played a big role in the sales process, no matter what the business. A new study by Dr. James Oldroyd from the Kellogg School of Management, however, indicates that an individuals success rate may have little to do with their sales skills, and more with the timing of a follow up call, including specific day and time, according to ”The Science of Cold Calling,” an article found in the July/August issue of Selling Power magazine.
“The study examined the electronic logs of more than a million cold calls made by thousands of sales professionals and 50 companies.” When the study was concluded, various patterns of success and failure were revealed and some conventional thinking in regards to cold calling was disputed.
Following are some interesting findings from the article and Dr. Oldroyd’s study:
- Thursday is by far the best day to contact a lead, and Friday is the worst.
- Contrary to popular belief, the best time to call and qualify a lead is 8:00 am to 9:00 am, or 4:00 pm to 5:00 pm.
- The best way to contact a lead is still by telephone.
- The worst time to contact and qualify a lead is right after lunch, between 1:00 pm to 2:00 pm.
- The best odds of qualifying a lead is within 20 minutes of a shown interest. In fact, 5 minutes is the most effective.
- Hiring inside sales reps, over outside sales reps has become the new trend.
Thanks for reading!
Barb
Posted in Business, Marketing on August 19th, 2009 by Barb | | 0 Comments
