Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Sales Pro Tips

Take note of the following tips:

• Never call on a Monday, when there are staff meetings and every possible problem in the world has landed on your prospect’s desk. Mondays are for closing.

• The best time to call is on Thursday between 7:30 a.m. and 1:00 p.m.; it’s also best not to call on Friday afternoon. Of course, I always recommend calling before 9:00 a.m. and after 5:00 p.m. to avoid the gatekeeper entirely and speak directly with the decision maker, who is definitely working more than a nine-to-five schedule. My personal favorite time to call is about 6:00 p.m. or a bit later in the evening.

• In speaking with the decision maker on this call—or any call—do not start with any variation on the phrase “I’m just following up ...