2 Ways To Smile And Dial At The Perfect Time

1. Know the Best Times to Make Cold Calls

Weekday afternoons are the best time to make cold calls, according to Yesware’s analysis of over 25,000 sales calls. The majority of calls lasting over five minutes occur between 3:00-5:00 pm on Tuesdays or Thursdays.

2. Use Trigger Events to Get Your Foot in the Door

If you contact someone right after they sign a contract with your competitor, chances are they won’t bite.

But if you know exactly when they enter the market for a new vendor and reach out before they start the search, your seemingly serendipitous call may be received with much more interest.

The good news is that the secret to perfect timing isn’t really a secret. You can pick up on these opportune moments — known as trigger events — by keeping tabs on publicly available information that surfaces every day across a variety of online channels.

Use services like Google Alerts or Mention to keep an eye out for things like:

1. New executive hires → A new member of the C-suite wants to prove his or her value and may be more open to new ideas than already entrenched business leaders.

2. Winning large contracts/large customer announcements → Drop a line to say congratulations.

3. Company expansions → A new location or geographic change could be a primary upsell or introduction opportunity.

4. Mergers & Acquisitions → If one party is already a customer, this could be a golden opportunity to get your foot in the door and bring in add-on revenue.

5. Funding → Your prospect is up to eight times more likely to buy from you after they experience an event where they can afford to change.

6. Behavioral indicators → Is your prospect looking at an email you sent? Go get ‘em — you’re more likely to grab their attention while you already have it.

Adapted from https://www.yesware.com/blog/cold-calling-tips/