One of the most important factors to take into account when selling is the time invested in following up on our potential customers, who have already had prior contact with the company and have shown interest in the solutions offered by the company Same. But has it happened to you that you tried to call a customer on a Monday at 9 in the morning and he did not answer the phone? Or that you casually called the same customer on Thursday and not only did he answer, but he was extremely friendly? Knowing the best time to make business calls is essential, since it will allow us to increase our response margin to calls made through our virtual switchboard and obtain better results. While each company can draw on its own experience, there are a number of statistical and psychological studies that reveal when is the best time to make a business call.
What day of the week is the best time to make business calls on general lines?
First of all, we must emphasize that the ideal would be for the agents of our virtual switchboard to know the habits and schedules of the person we are calling. Sometimes it is possible because we contact a fairly well-known client, of whom we have this information from previous experiences. But what if it is the first time that we are going to contact a client?
Experts generally agree that the best days to make calls are Wednesdays and Thursdays, as response levels are higher for more or less obvious reasons. While the first two days of the week are usually dedicated by the subjects to organize and carry out projects and responsibilities, and on Friday to finish them and prepare for the break, the intermediate days of the week are the days when they have more time available. In addition, half the week has already elapsed, so that people are in a better mood for the weekend.
And what time of day would be the most appropriate?
As for the best time of day, we need to think about when an agent is most likely to be able to contact decision-making executives within their company while still having time available to answer the call. That is why the statistics indicate that the best time range is between 10:00 and 11:00 and between 16:00 and 17:00. The earliest hours are those that employers use to update their messages and organize the day, and after 17:00 the businessman is already focused on closing all issues to successfully end the day and rest. In addition, by mid-morning the client may be in a meeting.
On the other hand, it also seems pretty obvious that the worst time to call a customer is at lunchtime. However, if our company works at a multinational level, we must have knowledge of the customs of the place to which we want to make the call. German executives don’t go out to eat at the same time as Mexican executives, for example.
Finally, it is also interesting to mention that studies show that it is advisable not to allow more than five minutes to pass when calling a customer who has requested to be contacted, since after that short period of time, the probability of positive response is cut to much more than half.
If we want more accuracy, we will have to analyze our own data
The aforementioned is useful since it has an empirical foundation. However, it is always recommended to analyze the data from our industry, and if possible, from our company, for more accurate results.
We can think that making a call log, noting the hourly sections of negative responses or deferrals could be a good technique. However, it is true that it is quite laborious.