These days, many ISO Agents are more comfortable sending emails than picking up their phones. But, before moving ahead, it’s worth recognizing whether the phone is even the best method to follow up with leads today. A recent study by sales pro Marc Wayshak shows the phone is still the best selling tool, with 41.2% of respondents naming their phone their most effective sales tool.
Wednesday and Thursday were the best days to qualify leads. In fact, there was a 49% difference between leads qualified (meaning they agreed to enter the sales process) on Thursdays then those that qualified on Tuesdays.
A 2017 CallHippo survey looked at 24 weeks of data over thousands of companies and found Wednesdays and Thursdays are still the best days to call prospects. In this survey, they found a 46% difference between calls made on Wednesdays and those made on Mondays. Friday’s remained the worst day on which to call prospects/merchants.
Now that we know Mondays and Fridays are the worst days to call a prospect compared to Wednesdays and Thursdays. It’s time to look at whats the best time to call them.
The Lead Management Study discovered the best time to qualify leads was between 4:00 PM and 5:00 PM local time. The second-best time was around 8:00 AM.
Stay away from the phone at 11:00 AM and 2:30 PM respectively
unless you’re unafraid of the 164% qualifying success rate difference between ISO Agents who called between 1:00 PM and 2:00 PM and those calling between 4:00 PM and 5:00 PM.
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