London, UK
A number of topics will be discussed at the cold-calling for business workshop this week. One of which will be what is best time to cold call prospective customers. Mel Stanton, a colleague of mine at a well-known photocopier supplier, used to call businesses before 9 o’clock in the morning and on many occasions after 5pm. Does this work for you? Sure it can minimise customer interference but how responsive will your prospective be after a difficult journey into the office or after an exhausting day? One great advantage of phoning out of normal working hours of course, is that you’ll probably bypass the gatekeeper or PA.
Whichever time you choose to cold-call, you must still have something worthwhile to say. In my experience, you usually have 20 or 30 seconds to do it, so be ready to think fast. When you get a positive response, you must ask for the appointment right away. Ask “‘Would Tuesday at 2.45 be suitable, or would Wednesday morning at 11.00pm be better?”
Be assumptive.
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