The new customer acquisition by COLD CALLS has some rules, they are very important for your success. Our ReformBusiness International Sales Team provides weekly thousands of cold calls in the name of our customers worldwide. Target group: decision makers of small and middle-sized companies.
In the last weeks we analyzed by LinkedIn the 5 rules of successful new customer acquisition by cold calls. Let’s start with the RULE Nr. 1:
DIAL THE DECISION MAKER IN THE RIGHT TIME
It‘s very important to speak about the effectiveness of days and time of cold calls. If your decision maker works in a regular working time – what means from Monday till Friday, between 9:00 am and 5:00 pm – you should consider his schedule:
Monday morning between 9:00 am and 12:00 am your success by cold calls will be low. The decision maker is on meetings, plans the week of his team and you will disturb him in this time.
Monday afternoon, what means after 2:00 pm, the decision maker can be still under pressure of his new tasks. We don‘t recommend to call the decision maker on Monday. Your success rate will be usually low because of the pressure.
Tuesday morning is similiar to Monday afternoon, the decision maker can be under pressure of his new tasks. We recommend to start with cold calls only on Tuesday afternoon, after 1:30 pm. Your success rate by cold calls will be great on Tuesday afternoon, the decision maker will be in good mood.
Wednesday is the best time for cold calls. The decision maker is relaxed, the only one thing is, that the decision maker finishes his job on Wedneday earlier and he is usually no more available after 3:00 pm. It´s the middle of the week, and you will recognize it in the afternoon.
As I mentioned on Wednesday the decision maker finished his job earlier, but on Thursday he will be available longer. You can talk with him between 9:00 am and 4:00-4:30 pm. He tries to finish or controll all his tasks to make his Friday shorter. Success rate on Thursday will be great, you can feel the good mood usually in the morning.
Let’s speak about the last working day of our decision maker, let’s speak about Friday. Friday morning the decision maker is relaxed, available, you can achieve great results by your cold call. In the afternoon after his lunch, less. It is the last day of the week.
Sure, the schedule of decioson makers can be totally different. We saw huge difference between cold calls and sales of electrical installation for the bakeries in Germany, also by the cold calls and sales of merchandising products for the football clubs in Spain and so on.
We recommend to analyze the working schedule of your decision makers and plan the optimal time of cold calls by the preparation of sales strategy.