10 February 2021

A comparative analysis of the best times to cold call

Calling at the right time increases your chances of closing a deal. But different companies cite different times. Which then is the best time to cold call?

 

You are reading the Business Development, Services and Marketing (BDSM) Blog. Named to reflect the punishing amount of discipline required to master the core tenets of the industries we service, we blog about current affairs, industry tips, tech developments and more.

  Written by

  Nigel Seah

  Digital Marketing Executive

A whopping 70% of salespeople still use cold calls to reach out to their prospects. And based on success statistics, one can easily see why.

But if you want to achieve that level of success, there are certain criteria that need to be met. And one of them is calling your leads at the right time.

So, which are the best and worst times to call your leads? And which days of the week should you make these calls?

In this article, we will examine studies conducted by different sales software companies and corroborate the data to help you find the best timings.

Let’s delve right in!

 

Best times of the day to make cold calls ⌚

Now, this question is a lot trickier to answer than you think. Let’s examine what different people are saying.

 

CallHippo says that 11 am - 12 pm and 4 pm - 5 pm windows are the best times to conduct cold calls.

CallHippo’s proposed optimal timings to cold call. Source: CallHippo

 

A study by call center software CallHippo revealed that the 11 am – 12 pm and 4 pm – 5 pm windows are the best times to conduct cold calls.

 

InsightSquared said that the optimal time window to make cold calls is between 10 am and 4 pm.

Meanwhile, these are the best timings as proposed by InsightSquared’s study. Source: InsightSquared

 

Meanwhile, sales intelligence solution InsightSquared claimed that the best times to make cold calls are between 10 am and 11 am, and 4 pm and 5 pm.

Ok, so there is some sort of overlap here. Let’s take a look at one more study.

 

ringDNA’s study revealed that the best time to cold call is around the early 9 am in the morning, and 3 pm in the afternoon.

ringDNA’s study showed similar results. Source: ringDNA

 

Sales engagement software ringDNA’s study revealed that the best times to cold call are between 10 am and 11 am in the morning and 2 pm and 3 pm in the afternoon.

As you can see from all three studies, the best times to make cold calls are between 10 am and 11 am in the morning, and 3 pm and 4 pm in the afternoon.

Now, let’s get a better overview of all the timings suggested by all three companies.

 

The best times to make cold calls are between 10 am and 11 am in the morning, and between 3pm and 4pm in the afternoon.

 

Well, this seems logical. Based on all 3 graphs, call connection rates dip after 11 am as people are leaving for lunch. And the second dip happens again after 4 pm as people are preparing to wrap up their days.

 

Best days to make cold calls 🗓️

Now, let’s take a look at what some software companies have to say about the best day to make cold calls.

 

CallHippo says that Wednesday is the best day to make cold calls.

 

CallHippo states that Wednesday is the best day to make cold calls. This kind of makes sense given midweek means that half the week was already over and people are looking forward to the weekend. #humpday

 

InsightSquared said that Tuesdays are the best days to cold call.

 

Meanwhile, InsightSquared’s study revealed that Tuesdays are the best days to make cold calls with a 10% connect rate.

 

Worst time(s) of the week to make cold calls 📅

Based on all the graphs above, you can make some general observations:

  • The worst times are in the early morning, lunchtime, and towards the end of the day
  • The worst days are Thursdays and Fridays

This comes as no surprise. Generally, people tend to be in better moods as the work week comes to a close. And this may make them more willing to take sales-related cold calls.

The timings make sense as well. The early mornings are normally meant to clear emails 📧 and settle some administrative issues. Lunchtime 🥡, well, no one’s going to be in the office. And who wants to spend time talking to you as they are rushing to pack up to leave for home 🏃‍♀️

 

Combining cold call timing with other factors improves results 😮

Expand your definition of ‘best timings’

While the data I’ve presented holds true, people need to also be able to think beyond the box and expand their definition of ‘best timings’.

For example, certain businesses do receive an increased number of calls to inquire about their product or service during certain periods.

For example, during Cyber Monday sales on Product Hunt, software companies may receive an increased number of calls regarding their promotions. And this means that more follow-up calls will also be made.

Businesses should prepare themselves for such periods that occur throughout the year. Preparing yourself with things like cold call scripts can really help you improve your call quality.

 

Minimize lead response time

Shortening your lead response time is key to improving your conversion rates.

As you can see from this infographic by KISSMetrics, only 37% of companies respond to inquiries within an hour.

 

Only 37% of companies respond to inquiries within an hour.

 

And for companies who don’t respond within the hour, they can lose up to 50% of their leads. And that’s a LOT. In fact, responding to your leads within a minute increases your chances of converting them by 400%.

As you can see, the shorter your lead response time, the higher the odds of your converting your leads. While this may seem like common sense, we all know by now that common sense isn’t that common 🙃🙃🙃

Imagine minimizing lead response time and making a cold call to respond to a query at the optimal timing. This can really bring about several benefits including increased conversion rates, improving customer satisfaction, and customer experience.

 

Be persistent

A huge number of salespeople, 44% to be exact, give up after one follow-up call not being successful.

But giving up after just one cold call is just too soon.

 

Increase the number of follow-ups to 5 and increase conversation rates by 70%

 

In fact, following up with your leads with 5 follow-up calls can actually increase the success rates by 70%!

 

Constantly remind yourself that sales is a multiple-touchpoint process

It can take between 7 and over 13 touchpoints to close a deal.

These include cold calls, email nurturing campaigns, and email follow-ups. This means that businesses need to be super detailed in their planning when mapping out the entire customer journey and sales outreach process.

 

What’s next?

While multiple sources have claimed pretty similar optimal timings and days to make cold calls, we can be sure of 1 thing.

Best timings are only one of the many factors out there that can improve your results. This, of course, does not invalidate the studies I quoted in this article.

It just means that there are more factors you need to consider before making drawing a conclusion.

That’s all folks! I hope this article has helped you gain a better understanding of the best cold call timings. For more sales and marketing articles like this, subscribe to our blog below 👇

 

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