One of the most important factors to take into account when selling is the time invested following up our potential clients, who have already had previous contact with the company and have shown their interest in the solutions offered by it. But, have you ever tried calling a client on a Monday morning at 9 a.m. and they don’t answer? And then after calling the same client on Thursday, not only do they answer, but they are also being extremely kind? Knowing the best time to make business calls is essential, as it will allow us to increase our margin of response to calls made through our Cloud PBX and obtain better results. Although each company can rely on its own experience, there are several statistical and psychological studies that reveal when is the best time to make a commercial call.
Which day of the week is the best moment to make a business call in general?
First of all, we must emphasize that ideally our virtual PBX agents should know the habits and schedules of the person we are calling. Sometimes it is possible because we contact a client that we already know, of whom we have this information from previous experiences. But what if it’s the first time we are contacting a client?
Generally, experts agree that the best days to make a business call are Wednesdays and Thursdays, as the response levels are higher for some obvious reasons. While the first two days of the week are usually dedicated by the subjects to organize and advance projects and responsibilities, and Friday to finish them and prepare for the rest, the intermediate days of the week are the days when they have more time available. In addition, half of the week has already passed, so people are in a better mood as the weekend is coming.
And what time of day would be best?
As far as the best time of day to make a business call is concerned, we should think about when an agent is most likely to be able to contact managers with decision power within his or her company and at the same time they have time available to take the call. That is why 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 used by entrepreneurs to update their messages and organize the day, and after 17:00 the entrepreneur is already focused on closing all the issues to successfully finish the day and rest. In addition, at mid-morning the client may be in a meeting.
On the other hand, it also seems quite obvious that the worst time to call a client is at lunchtime. However, if our company works on a multinational level, we must know the customs of the place we want to call. German managers do not go out to eat at the same time as Mexican managers, for example.
Finally, it is also interesting to mention that studies show that it is advisable not to let more than five minutes go by when calling a client who has requested to be contacted, since after that small period of time, the probability of a positive response is reduced to much more than half.
If we want more accuracy, we will have to analyze our own data.
What we have said above is useful because it is empirically based. However, it is always best to analyze our industry data, and if possible, our company data, for more accurate results.
We can think that making a record of calls, noting the time periods of negative responses or postponements, could be a good technique. However, it is true that it is quite laborious. Do not worry, Fonvirtual gives you the solution.
With Fonvirtual’s virtual PBX service, you will have access to several reports on all your call statistics. This is not just a simple list of calls. You can create different reports depending on the information you are interested in, for example, reports that include specific hours, days or months, which will allow you to know when there is a greater range of response to calls made from your virtual PBX.
In addition, you can integrate it with Google Data Studio, so you can collect all this information in the form of reports and dynamic and interactive graphs.