Top Ten Tips for Terminating Telephone Terror
By
Wendy Weiss
Do you want to reach your prospect directly? Would you prefer to reach your
prospect without first having to speak with a secretary or assistant? Then keep
these calling times in mind.
As a general rule, the best times to reach high-level executives are before
business hours, after business hours or during lunch. Try calling early in the
morning before 9:00 a.m. or after 5:00 p.m. At those times, generally, the
secretary has not yet arrived or is gone for the day. Executives are frequently
answering their own phones.
Calling before and after business hours can actually create a bond between
you and your prospect. Your prospect is in the office early, working, or is in
the office after hours, working—so are you! That shows that you have something
in common, and it shows your commitment to what you are selling.
Lunchtime is a good second choice for a time to reach your prospect. The
secretary usually goes to lunch. Her boss frequently does not, and she may be in
her office, answering her own phone.
Don’t let preconceived notions keep you from making calls. Many people don’t
like Monday mornings, so they assume that Monday mornings are not a good time to
make introductory calls. But for some, Monday mornings can be a great time to
call. Some people schedule their week on Monday morning, and if you can catch
them before they’ve finished their schedule, they can fit you in.
Your may find that there are good calling times for your particular industry.
I once was calling Creative Directors in advertising agencies and found that for
the most part, I could not begin to reach them until after 10:00 a.m.—so I would
start my calls at 10:00 a.m. Keep records of the times that you reach prospects.
You will begin to see a pattern emerge. Evaluate that pattern to determine when
is the best calling time for your particular market.
© 2004 Wendy Weiss
ABOUT THE AUTHOR: Wendy Weiss, "The Queen of Cold Calling & Selling
Success," is a sales trainer, author and sales coach. Her book, Cold Calling
for Women, and the recently released Cold Calling College, can be ordered by
visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get
her free e-zine at http://www.wendyweiss.com.
