When Is the Best Time To Do Telemarketing?
I run a small company and would like to contact my clients one by one and let them know about a new service that we are offering to our customers.
I was wondering if anyone is aware of any researches done to determine when is a good time to try contacting customers? At what time during the day will I possibly have a higher breakthrough rate?
I appreciate your help.
From my direct experience with telemarketing, getting hold of a contact is the hardest part of our job, especially when cold calling. I have found that Monday mornings are always good as most people keep this clear of meetings, who wants to start the week off with a meeting first thing Monday? Similarly Friday afternoons can prove very productive, as people are winding down for the weekend. Most of my clients ask us to make appointments for them after 10:30 am so the traffic has cleared, this would suggest that across the board most people are in the office and contactable early in the morning.
Dependent on your client base and market sector, do many of your customers work late or start early? I have personally made calls before 8.00 am and after 7.00 pm and found decision makers in the office; they are not expecting sales calls at that time and are therefore far more receptive and the conversion rate is much higher. I know of a teleworker that actually made an appointment with Bill Gates using this method!
If they are existing contacts and they know you well, then just call at anytime, if they are not available leave a message asking them to return your call. Alternatively, email them asking if you can set up a teleconference at a convenient time. If you are a good supplier to a business they will welcome your call. If you are very important to their business and bottom line, they will drop whatever they are doing to speak with you.
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INSTANTLY AND EASILY SELL MORE TO EXISTING CUSTOMERS
Do your customers buy everything that you have available to sell?
I’ll go out on a limb and say, probably not.
Do your customers, even some of your best ones, buy some of the very SAME things you sell from someone else?
Again, I’ll stretch here and say, umm, yeah.
Why, in both cases?
Maybe…you’re not ASKING them?
I’m talking about asking them questions about those items, and then asking to buy those from you.
Pretty simple concept. Most things in sales are.
And not doing the simple things takes money from your bottom line and out of your pocket.
I call this the “I Just Want to Keep What I Have and Not Rock the Boat” syndrome.
Sales reps get comfortable selling the same things to customers, getting used to that regular income stream from the customer, not wanting to rock the boat and risk talking about something else.
They build “relationships” with these customers, calling them regularly, shooting the breeze about sports, kids, weather…and then, oh, by the way,”…anything you need this week?”
I can give you examples of reps who felt like they were being pushy if they would talk about other products or services, thinking it would damage the relationship.
Kind of crazy when you think about it.
Don’t get too caught up in thinking you have these rock-solid relationships with customers. I’m sure they like you. But, as a wise old sales manager told me years ago, “bidness is bidness and the best way to get a customer to like you is to make them look good in their job.”
And, you’re actually doing them a disservice by not asking about other items or services.
Think about it: if they’re buying from you now, obviously they’re pleased on several levels.
So multiply that pleasure.
From this minute forward, look at every account you call. Analyze what they’re getting from you. List several complementary products or services they are not getting from you, but probably get somewhere. Prepare questions about those items, questions designed to uncover the need or problem that product/service addresses.
Then be prepared to recommend how yours can help them, as well as the advantages over the competition.
And then, of course, ASK for the sale!
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