Shifting to the right cold calling hours can have an immediate impact on your results. Before we look at what hours are good for cold calling, let’s talk a little about hours that are not so good.
Bad Cold Calling Hours
The first thing that you want to become aware of when figuring out when to spend your time cold calling is that the absolute worst time to call the prospect is when they are away from their desk. It may sound difficult to know when someone that you cannot see is away from their desk, but there are some realistic assumptions that we can factor in to improve our ability to predict the prospect’s behavior.
When performing B2B selling, the prospects and decision makers that we are calling will commonly hold and attend meetings throughout the day and throughout the week. And just like how there are primetime TV hours where most people watch TV, there are also primetime business meeting hours during the 8 to 5 business day.
The two most common times for meetings to get scheduled to begin are 10:00 am and 2:00 pm. Those are often the first timeslots that people grab. Can you relate to that? Aren’t those often times that you first suggest to a prospect when trying to schedule a meeting with them?
So what can we do with this assumption? If those are the most common meeting start times, those could be the absolute worst cold calling hours. The reason why is that the probability for our prospect being away from their desk or completely unavailable is highest at those two times during the day.
Not to say that we should stop all cold calling at those times during the day. But if we are only going to spend an hour or two cold calling, we can consciously try to schedule that activity away from those timeslots to try to have a positive impact on our connect rate.
Good Cold Calling Hours
Now we can start to look at what hours are good to call the prospect.
Avoiding the Gatekeeper
One thing to begin with is that we can often improve our ability to connect with prospects by avoiding having to deal with the prospect’s gatekeeper. And one way to do that is to call when the gatekeeper is not at their desk as the prospect may answer their own phone during this time.
Timeslots when the gatekeeper might be away are:
- Early morning before 8:00 am or 8:30 am
- During the lunch hour, between 12:00 pm and 1:00 pm
- After 5:00 pm
Avoid Primetime Meeting Hours
The next factor to add in is to avoid primetime meeting hours of 10:00 am and 2:00 pm. As result, we can focus our cold calling on either early morning trying to catch the prospect before the gatekeeper gets in, first thing in the morning being prior to 10:00 am, the lunch hour, or mid to late afternoon.
Launch Pad Solutions provides sales scripts helping sales pros with finding the best cold calling hours.