Warming up leads and closing deals takes more than a well-practiced sales pitch. Quite often it’s not about how you make your pitch, but when you do it, that makes all the difference.


Identifying times when you are most likely to get the undivided attention of a prospect is key to successful sales calls. Here are 5 tips for the best times to make your calls and close your deals:


  1. Pick up the phone on Wednesdays and Thursdays

Mondays are typically a hectic day as people are getting into work mode. On Fridays, people are often thinking about the weekend. For best results, try setting appointments on Wednesdays or Thursdays. By then people are in full-fledged work mode and in their most productive state. Of course, you must always take the specific industry into account.


  1. Set appointments first thing in the morning or right after lunch

Reach out early in the day before people get immersed in whatever they are working on to have the best shot at getting their full attention. Try between 8-9:30 am, or wait until after lunch around 2-3 pm. The trick is to get them when they are not yet in the middle of what they are doing so that they are most open to what you have to say. Again, remember to adjust those times to the business you are working with. For example, don’t call a restaurant just before the dinner rush or a spa on a Saturday afternoon.


  1. Avoid the dead hours

You can call first thing in the morning or early in the afternoon, but avoid picking up the phone from 11 am to 1 pm as these are dead hours. People typically step away from their desks and are out of the office to have lunch or do short errands.


  1. Do a little research before you cold-call

Get to know something, anything, about the person/business you are trying to reach so that you can personalize your call.  It will come across less as cold calling. Your efforts will pay off two-fold. You will not only be prepared, but the person you are calling will be more likely to listen to what you have to say.


  1. Make notes and follow-up right away

Jot down what you talk about during your call and follow up right away. An email with a quick thank, product literature, or when you’ll be calling next can make your call official and give you a reference point for future contact.


Bottom line

Maximize your time and sales by knowing when to get in front of your leads. These simple tips are a good place to start. Customize them based on your own results and watch your sales grow!