WHEN TO CALL YOUR SALES LEAD?
Sales leads are unfortunately just that, leads. It may be your job to convert those leads into sales and this is where you have to apply some science, art, intuition, and know-how to make sure you turn that interested person into a lifelong customer. So what are some of the most important factors? The relationship they have with you or your business is a big one; if it is just a lead it’s likely a new relationship that you have to grow and foster.
The single most important thing, though, is that first follow-up call. Now do not think of yourself as a cold caller; you are not and you are not a telemarketer, as you have in fact been invited by the individual or business to reach out to them and give your pitch. Use this initial desire as your advantage as the lead is genuinely interested in what you are offering.
This leads us to the call itself - when should you do it? Although the lead gave you their phone number and maybe if the form was forward thinking even a box with a best time to call note in it. However, this is no guarantee you will reach someone. Call at a bad time and you can start the whole relationship off on the wrong foot, so when is the best time to call?
CALL YOUR SALES LEAD
Part of picking the right time starts with picking the right day and those days are Wednesdays or Thursdays. Why those two days? Well you certainly do not want to call on a weekend, because most people are off from work, not wanting to think about work, and just taking the time to relax. Calling to talk work when they are off is a recipe for disaster.
The same is true for calling on Friday as they are likely to be beginning the disengagement for the weekend and don’t intend to make any important plans right before a couple days off.
Monday and Tuesday pose the reverse issue. They are beginning to reengage with their work, planning their load for the week ahead and working on projects that they didn’t finish Friday. So that leaves the slump days of Wednesday and Thursday for reaching out. Studies show that if you call on these days between 8-9am or 4-6pm your odds are significantly higher of making a connection and connections help lead to sales.
You may be surprised to learn that all stats aside, there is one bigger factor in whether calling a lead will turn into sales or not. It is not the time of day or the hour, but rather the most significant factor is how long the time is between when they give you their information to when you call. The fact is simple, sooner is better. Of course this makes perfect sense - you have to strike while the iron is hot. They have reached out to you and given you a good lead and they want to hear back in a timely manner. So don’t keep them waiting. If you follow these simple tips you will help change sales leads into deals closed.
If you found this blog useful, please have a look at the rest of our brief but straight to the point sales blogs by WhizLeads.com.