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Hey there, people! If you have ever been on the other side of the call trying to seal the deal with an inbound or outbound lead, you would surely want to know the best time and day of the week to make calls that actually translate into your product metaphorically flying off the shelves!
Are you looking for answers to head-scratchers like:
- What are the best times to call?
- On what days are people more likely to respond?
- How long before a lead goes cold?
- Should I email them too?
- Am I being too persistent?
Team awesome@CallHippo decided to roll up their sleeves and get cracking on not only the best time to call prospects but also the perfect day of the week to ring them up! So we took the data of our 1000+ clientele base, who engage with their prospects over the phone on a daily basis. The research contains data of 24 weeks, 13750 call attempts, and 1350 successful conversations. The sole motive behind conducting the research was to find the appropriate time to call your prospects so that the maximum qualification ratio can be achieved with minimum efforts.
If you usually find yourself unable to connect to leads, receive very few callbacks, and being dodged by decision-makers, consider these statistics and pro tips to improve your conversions.
Converting Inbound Leads: Perfect time slot to reply!
Inbound leads are like the perfect toppings to your sales pizza, simply because they are already interested in your product. The imperative question here that needs to be answered is how long that interest lasts? 35%-50% of the sales go to the first responder. We suggest, strike when the iron is hot and respond within an hour of the initial expression of interest.
Whatever be the mode of the channel whether social media, e-mail, or a phone call, the golden rule of responding within an hour applies universally. The Response Rate from the prospects has been seen to drop dramatically 8 times after the 1st hour. The difference between the no. of responses in the 1st hour to the no. of responses in a 2nd hour is 450%.
The best way to revert is pretty simple, punch in the number and talk on the phone. Always has worked, and probably always will! Even in the age of texting and dropping mails, calling prospects still has the highest conversion rate for appointment setting.
a) 35%-50% of the sales go to the first responder
b) The optimal time frame to respond is within one hour.
c) The difference between the no. of responses in the 1st hour to the no. of responses in a 2nd hour is 450%.
Cold Calling: Bringing the outbound leads to the table
We understand cold calling is probably something that ends up last on the list of “Favorite Things Sales Agents Like to Do”. It can be pretty exhausting when agents are faced with evasive prospects, rejections, and a success rate of only 5% of the calls being made turning into actual appointments.
Persistence and perseverance are the two P’s you should stick to in the process of trying to strike a deal. Over 30% of the leads are never followed back after the initial connection failure. 44% of agents give up on a lead after the first call when statistics say that it may take up to 6 call attempts before a prospect turns into a sale.
By making a few more attempts, sales representatives can increase the conversation rate growth up to 70%. By making around 5 more attempts, chances of having a conversation with your prospects can directly increase, and so do the chances of sales.
Some sales could take up to several months to finally materialize. As they say, hope for the best and prepare for the worst. The worst, in this case, could be only them saying “no”!
a) It can take up to 6 calls before a prospect turns into a sale.
b) Persistence and perseverance are your two tenements to swear by.
Call tips: Call etiquette’s that translate into sales
Agents that speak unintelligibly, or end up missing words and phrases can be a total turn off for even interested customers. The following are the points to consider eliminating in your next voice training session:
- Heavy accent
- Lots of background noise (a dead giveaway of receiving calls from a call center)
7 Tried & Tested Tips to make killer sales calls
Bid adieu to the disheartening & frustrating process of prospects hanging up on you every time you decide to make a sales pitch. Intrigued? Read on for a sure-shot success mantra of getting prospects not only interested but also see organic conversions happening.
1. An irresistibly strong opening:
To kickstart a productive, professional conversation, you need an equally interesting and compelling opening.
Your opening should,
a) Get the prospect into a receptive frame of mind, so that he/she doesn’t hang up right away.
b) Make it easy for them to make a positive decision.
You could try the following openers;
- “My research shows that your company is in the process of … ”
- “One of my clients, [name] at [company], mentioned to me you are [looking for, might be a good fit for] … ”
- “I was looking at your LinkedIn company profile, and saw that one of your major projects this year is … ”
- “We’ve been working with a couple of similarly sized companies within your industry, and they are experiencing two major problems. I wondered whether they were causing you concern as well … ”
- “I see your [annual report, newsletter] was released on your website last week, and it’s looking like you’re expanding your operations in … ”
- “Hi [Prospect]. It’s [name] from [company]? We’ve just worked with [competitor] and have achieved [results] with them. Have you got five minutes now or in the future for us to explore how [company] can achieve the same?”
2. Believe in your own value:
The primary belief here is that if you don’t believe in the product or service that you are selling, you should probably be selling something else. Just like you have intrinsic value as an individual, the product or service you are offering creates great value as well when matched with the right customer.
3. Set a daily goal to contact new customers:
No lasting growth was ever achieved without stepping out of one’s comfort zone. You have got to be proactive and make it a point to reach out to new customers on a daily basis which is entirely doable, if you make it a priority.
4. Use a client-focused script:
Ensure that the script focuses on addressing the client’s needs and not on you. You could try something like, “Many companies similar to yours count on me to…” fill in the blanks.
5. Leave compelling voice-mail messages:
Not getting enough callbacks? Probably, you didn’t ask for them per se. At the end of the voice message, do ask them for a callback. And you might just be surprised! Try to have a metric in your value proposition, such as your clients increase their Web traffic by 25 percent.
6. Listen to yourself:
If the voice mail system offers you the chance to review your message, do it. According to Connie Kadansky, a sales expert, “When people are on the phone, only 27 percent of communication is in their words, and 73 percent is in their tone.”
7. Follow up:
The key here is to follow up on your trail with a courtesy e-mail or call. Let them know that their response is valuable and awaited. Even if they don’t respond, a couple of extra tries never hurt anyone! Does everyone respond? Well probably not all, however many will!
The Best Day to Make Your Calls
Now that you are armed with the know-how on how to make effective sales calls and made a note of call etiquettes that help you score, you would probably be wondering about the best day of the week to take your chances on! We have got you covered amigos here as well.
People in most countries including the USA, India, and the UK usually have the official week off on Saturday and Sunday. Mondays are known to be the busiest days all around the world, so you can safely rule out making calls on a Monday unless you wish to be speaking with frazzled workers with a ton of to-do lists weighing on their minds.
That leaves us with Tuesday – Wednesday – Thursday, which according to our research are the best days to connect with your prospects. We observed that Wednesday is one of the best days to connect with your prospects and pitch your product or service. The difference between no. of conversations on Monday and no conversations on Wednesday is 46%.
The worst time to connect with your prospects is the second half of Friday because the workforce has usually entered weekend mood and is probably chalking out their Saturday night plans with pals. Work will not be on their minds.
a) Stay away from making sales calls on Monday’s and the second half of Friday’s, and you are pretty much sorted.
b) Wednesday is the best day to make calls that translate into actual conversions.
The Best Time to Make Your Calls
Statistically speaking, the best time to hit up prospective customers is between 4-5 PM. The second best time interval would be 11 AM – 12 PM. The difference of no. of conversations between 4-5 PM and no. of conversations between 11-12 AM is 71%.
Internationally, the working hours lie between 7 AM to 7 PM. Initial hours of the day have been observed as the most focused hours of employees where they plan the entire day and they are focused on the major issues of the day.
1 PM to 3 PM are the hours where people take lunch, and they are also observed to lose their efficiency in these hours. So, connecting with them during these hours will give you the least response.
a) The best time to have a conversation with your prospects is between 4 to 5 PM.
b) The second best time to have a conversation with your prospects has been observed between 11 AM to 12 PM.
In a nutshell, we would like to sign off with the following statistically backed observations by CallHippo;
1. The best day to call your prospects is Wednesday.
2. The best time to call your prospects is between 4-5 PM.
3. The second best time to call your prospects is between 11-12 AM.
4. The minimum attempts to call your prospects should be 6 times.
5. The best time to call your prospects is within an hour after the lead shows interest in your product.
That’s a wrap, amigos! Be right back with more tech grub on the anvil. In the meanwhile, feel free to revert with bouquets and brickbats in the comments section. Adios!