As part of the EO Accelerator quarterly education day that I helped host at my office yesterday, we spent the day talking about people. On one of the tangents talking about sales reps the topic of best time to call came up. Turns out there was a report done by InsideSales.com in 2009 that’s available over at the The Lead Response Management Study site.
Here are a few of the nuggets from the survey which was based on data from a CRM for calls made to leads generated from the web:
- Wednesdays and Thursdays are the best days to call
- 4-6PM is the best time to make contact with a lead
- It is best to call within 20 hours of the lead coming in
I’m a big proponent of striking while the iron is hot. My recommendation is always to follow-up with a lead immediately when they come in, if only to say that we’re hear to help. Most people assume they can’t get a quality sales rep on the phone and this is a way to differentiate and start establishing rapport. Head on over to the study to learn more.