Sales can be a competitive game, and it's no secret that timing is crucial to making a successful sale. But with technology constantly evolving and customer behavior changing, it can take time to pinpoint the best time to reach out to prospects.
Over the years, sales teams have gathered data and conducted studies to determine the most effective times to make a sales call. However, as we move into 2023, the question remains: what is the best time to make sales calls?
Timing is key, and with the rise of remote work and the increasing use of technology, it's more important than ever to know when to reach out to potential clients. In this article, we'll explore the latest research and trends to help you identify the best times to make your sales calls in 2023. Whether you're a seasoned sales professional or just starting, this guide will provide valuable insights to help you close more deals and exceed your sales goals.
Morning Between 10 A.M and 12 P.M
The best time to cold call in the morning is late, typically between 10 a.m. and 12 p.m. Most working professionals have finished their morning meetings and tasks before heading out for lunch. They are likely to be more relaxed and receptive to taking a call from a salesperson. Additionally, this time frame is still considered "morning," so it is not too late in the day to catch people before they get too busy or distracted.
However, it is essential to remember that the best time for cold calling may vary depending on the target market. Some professionals may reserve early mornings for deep work or morning routines. It's essential to research and understand the behavior of your target market and adjust your cold-calling schedule accordingly.
While some research suggests that the connection rate is highest between 8 and 11 a.m. in the time zone of the call's recipient, it's always a good idea to experiment with different times and gather feedback from initial prospecting. If early-morning calls do not receive favorable responses, it may be wise to shift to late-morning calls.
Afternoon Between 2-4 PM
According to a study by the software company RingDNA, the highest contact rates for cold calling hours occur between 4-5 p.m. They found that call answer rates during this hour were 164% higher than the lowest hour, 1-2 pm. Another study by HubSpot also found that the best time to make a sales call is between 2-4 p.m.
It's important to note that the best time to call may vary depending on the industry and target audience. For example, B2B salespeople may find more success calling during regular business hours, while B2C salespeople may find better results calling during evening hours when people are more likely to be at home.
Evening Between 4-5 PM
When making sales calls in the evening, it's essential to consider your prospects' schedules and avoid calling them at inappropriate times. The best time to cold call prospects in the evening is between 4 and 5 p.m.
One reason for this is that most people finish their workday by 5 p.m., so they have more time to speak with salespeople before heading home. Moreover, calling at this time will ensure that your prospects are energized and relaxed with work tasks, making it easier for you to get their attention and engage in a productive conversation.
Research by CallHippo confirms that the best time to make sales calls is between 4 p.m. and 5 p.m. Their study found that the chances of having a conversation on the first attempt increased by 164% during this time.
Additionally, the analysis shows that calls made at this time of day have a higher success rate than those made earlier in the afternoon or later in the evening.
However, it's important to note that you should avoid calling too late in the evening, as it may be inappropriate and intrusive. It's always best to respect your prospects' time and availability to ensure a positive experience for both parties.
Best Days For Sales Calls Are The Middle of The Week
When it comes to cold calling hours, the timing and day of the week can make all the difference in whether or not you can reach your prospects successfully. The middle of the week is the best time to make cold calls.
Tuesdays and Thursdays, in particular, are the best days of the week to make cold calls. A study by Yesware analyzed 25,000 sales calls made through their dialer and found that calls over five minutes typically occurred between 3 and 5 p.m. on these two days. This suggests that people are more available and willing to converse during these times.
Another study by CallHippo found that Wednesday is the best day of the week to have more conversations on the first attempt. There was a 50% difference in the success rate on Monday compared to Wednesday. This could be because people have settled into their workweek and are more likely to have some time to spare for a conversation.
It is worth noting that the best days and times for cold calling can vary depending on the industry, location, and target audience. Therefore, it is essential to experiment and track the results of your cold-calling efforts to determine what works best for your business.
Wrapping Up
Knowing the best time to make a sales call in 2023 can significantly increase your chances of success. While it ultimately depends on your specific industry and target audience, there are some general trends and strategies to keep in mind. For example, early morning and late afternoon are the most productive times, while mid-day is often the least effective.
Additionally, utilizing data analysis tools and experimenting with different call times can help you fine-tune your approach and maximize your results. By taking a strategic and data-driven approach to your sales calls, you can increase your efficiency, effectiveness, and overall success in 2023 and beyond.
Do you have questions about the best time to make a sales call? Drop your comments down below and we’ll gladly answer them!
