Making a sales call ain’t an easy task. People don’t pick up can be brutally rude or indecisive & can even through negative responses constantly. Nevertheless, cold calling has always been an indispensable element of prospecting.
With 2020 right around the corner, the most obvious question in the minds of the B2B marketers remains what is the perfect time of the day to make a sales call in 2020?
Forget the questions like what’s the best time to cold call business owners & the best time for telemarketers to call – most B2B marketers are in a state of bamboozlement over the question of whether cold calling is still effective.
The job of a salesperson making cold calls becomes 10x more difficult when the buzzing phrases like: “Cold calling is for cubicle-dwelling nobodies” are humming around in the B2B ecosphere.
Amidst all the what-ifs & substitutes being looked for cold calling, the ground reality is that cold calling has thrived & still remains a major revenue initiator & prospecting tool for Fortune 500 companies, as well as the start-ups.
Cold calling is effective. What’s better is the warm calling.
After all, what can be wrong with a strategy where buyers are researched & approached with a strategic sales-pitch curated & personalized according to their areas of interest?
In such a scenario, the best time to make a sales call is quizlet & the only one that needs to be researched & sought answers to for the marketers to effectively carry out their tasks of prospecting & to scale up the Return on the Marketing Investment (ROMI) from their sales endeavors.
The perfect time to make a Sales Call in 2020
According to a study by the Keller Research Center at Baylor University, only 1% of the cold calls ultimately generate appointments.
The setup is not on tenterhooks, not even close. But, if we dissect the scenario in the marketplace the bottom lines behind the disconsolate picture become apparent.
Many of the organizations don’t have ideal sales enablement machinery in place & are devoid of the right research data, content, tools & training that are required to optimize customer experience & their traction threshold.
A study by Miller Heiman Group titled “The New Industrial: Future-Proofing European Manufacturing Sales in the 21st Century” found that only 32% of the buyers feel like sellers exceed their expectations.
Below we have compiled some tips on the perfect time of the day to make a sales call in 2020. We have put together the research sources & customer psychology that comes into play while cold-calling:
1. Best Times To Cold Call – Yes They Exist:
According to HubSpot, the best time of the day to cold call a prospect is between 4:00 PM & 5:00 PM (their local time).
This duration qualifies as the Perfect time to make a Sales Call in 2020 as most people are wrapping up their daily chores around this time & are psychologically prepared for a few disruptions. Also, people pick-up more calls as they’re at their work desks.
2. The Best Days for Sales Calls:
When inspecting the Perfect time to make a Sales Call in 2020 knowing about the best days for sales calls becomes equally important.
According to a study by CallHippo, Tuesday, Wednesday & Thursday are the best days to connect with the prospects. The study also determines that Wednesday is one of the best days to connect with the prospects regarding a product or a service.
The worst time to connect with the prospects is on Friday the second half because people tend to avoid work & some of them are engrossed in their weekend moods.
In geographies like the USA, India & UK official week offs are on Saturday & Sunday. Mondays are the busiest business days as most of the meetings & planning are scheduled for Mondays.
3. Best time for telemarketers to call a Sales Lead:
For the marketers wishing to establish the Perfect time to make a Sales Call in 2020, it is important to recognize what is the best time to cold call business owners.
According to a study by Lead Management Study, the best times of the day to call leads are between 4:00 & 5:00 PM & between 8:00 & 10:00 AM in their local time zone. The second best time was around 8:00 AM & 10:00 AM the local time of the prospects.
For the marketers studying the Perfect time to make a Sales Call in 2020, it is equally important to understand when & how promptly they need to pitch a lead or contact him/ her.
According to a study by Kissmetrics, marketers should contact their prospects within 20 minutes of their form submission or inquiry.
The research also shows that 35-50% of sales go to the vendors you respond first. On average sales prospects who receive SMS text messages during the sales process convert at a rate 40% higher than those who do not receive such messages.
The key takeaway being if you get a sales lead – respond promptly.
4. Best Time to Call & make Contact with a Lead:
For the marketers looking at the Perfect time to make a Sales Call in 2020, the next vital question remains to find out if there is a better time of day to call to get optimal contact & qualification ratios.
According to a study by leadrespondmanagement.org, 4 to 6 pm is the best time to call to make contact with a lead. The study also shows that calling at this time is 114% better than calling at 11 to 12 am (right before lunch).
5. Be Persistent with Calling:
For marketers baffled by the question – What is the Perfect time to make a Sales Call in 2020, it is important to note that they need to be persistent with their calling.
According to research by CallHippo over 20% of the leads are never followed back after the initial connection failure. The research team recommends having at least 6 attempts to successfully connect & converse with the sales representatives.
Exceeding the sales call attempts beyond 6 allows sales representatives to have a successful conversation with the prospects and can boost the conversion rate by up to 70%.
6. Architect a Time Optimization Plan:
For the marketers delimited by the assessment of the perfect time of the day to make a Sales, Call is 2020, Time Optimization Plan (T.O.P.) is an approach that can’t be missed upon.
The sales contact rate for each hour can be calculated by the following formula:
Contacts per hour / Calls per hour = Contact rate
Tracking the sales calls & the contact rate over several weeks kits the marketers to comprehend the Perfect time to make a Sales Call in 2020.
Besides, giving marketers a perfect insight into the best time & best days to make a sales call, leveraging T.O.P. has the following additional advantages:
- T.O.P. is useful for prospecting & helps track customer behavior & customer data
- The spreadsheet used for calculating T.O.P. can be used to track email correspondence
The perfect time of the day to make a sales call in 2020 will vary according to the market circumstances & the primary, secondary & additional target geographies where your target persona resides.
While the above tips will provide you with a guideline to stick to, it’s up to you how you manage your work times & make the most of the high-value times for calls, correspondence & follow-ups.
Remember that your prime times are rare & gem of elements & aligning your marketing endeavors accordingly is something which assures that you will be able to upraise the bar of your user-experience deliverance. This, in turn, guarantees better engagement & optimized website conversion rates.
Valasys Media is a pioneer name amongst the B2B service providers across the globe. Our tailored services include lead generation, account-based marketing, lead nurturing, event promotion services, list building services & content syndication services which sail marketers remarkably through the online clutter to help them expedite & optimize their core bottom lines.
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