Do you know the best time of the day to cold call? Or how many cold calls you should make to a prospect before you give up? Did you know that Monday is actually NOT the worst day to prospect?
Here are 5 key statistics that will change the way you manage your prospecting activities:
Best Times To Cold Call
4:00 – 5:00 is best. The 2nd best time is 8:00 – 10:00. The worst times to cold call are 11:00am and 2:00pm.
Source: InsideSales.com and Kellogg School of Business
Best Days To Cold Call
Thursday is the best day to prospect. Wednesday is the 2nd best day. Tuesday is the worst day (and you probably thought it was Monday).
Source: InsideSales.com
Dials/Contacts Ratio
In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts.
Source: TeleNet and Ovation Sales Group
Number of Attempts
The average salesperson gives up after only 2 attempts to reach a prospect. Lesson: be persistent.
Source: Sirius Decisions
Decision Makers
In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. Lesson: cold call multiple people in each account.
Source: Gartner Group