We often get asked as to what is the best time to call your leads, and our response is always going to be, “At the earliest opportunity to do so.” Keeping in mind that you want to not rush that conversation, so if you’re in a hectic environment or stuck in traffic that’s aggravating, probably not the best time to reach out to your leads. Sit down. Have those conversation when you’re in a position where you can offer the most value within that conversation.
Now, by doing a little bit of research, we’ve discovered that Tuesday, Wednesday, and Thursdays appear to be a better success rate when it comes to contacting your leads, emphasizing more so on Thursday, Wednesday, Tuesday. Thursday is the number one day, followed by Wednesday, and then Tuesday is less successful, but you’re still gaining success. Mondays aren’t horribly wrong. Fridays, people are done. It’s the Friday. It’s before the weekend. Your chances of getting people on the phone is harder than if you were to call them on Thursday or Wednesday.
We’re not saying don’t call them. You’re just going to have less people answering the phone on those days. Now, the times will always vary. However, 4:00 to 7:00 PM seems to be the most effective, followed by 12:00 to 2:00, which would be your lunch breaks, or even 11:00 to 2:00. I’m still catching people when they’re not busy or they can’t use that excuse of they’re at work, even though we know how to handle that objection. People at 4:00 to 7:00, often you’re going to be catching them on a commute, on their way home, or they’ve gotten home and they’re done their day at work and they’re more than willing to talk to you.
Now, some of you, depending on your market, will call in the morning. Your best time in the morning is actually between 8:00 and 10:00, so trying to catch people in those commute times, not always easy to do, and not everyone is comfortable calling somebody at 8:30 in the morning, which we understand. Now, keep in mind that all of your leads registered at different times, so take a look at your CRM system and you’re going to notice the different registration times. This is a clear indication that your leads all follow different schedules, so we have to keep that in mind and switch up the times that we’re calling the leads to increase the chances that we’re going to get that person on the phone.
Just as a quick example, if you do your calls every day between 11:00 and 1:00, let’s say, and let’s say I’m the lead, and every day I go to the gym at 11:30 or 12:00, you would never get me on the phone because you’re calling out a time, every single time, that never available. Right? Keeping in mind, everyone has different routines, so we have to switch things up to try to best match herself with all those possibilities.
Now in here, we can take a look at a CRM system just to look at some times of registration, just to point that out. We’ve got leads that register first thing in the morning. You’ll have leads that register later in the day, that sort of thing. Again, these people are registering when they have the opportunity to do so, right? Always switching up your time, you will go from a lot of registrations in the morning sometime to a lot in the evening, but this is just showing you that people aren’t always available in the times that we think that they’d be most available. Just switch up your call times. Focus and make sure you’re making those calls on the busier day. Don’t give up on those other days because you don’t want to fall behind, but you’re going to find that you’re going to have more connections on Thursdays and Wednesdays than you would on a Friday, for example.