What is the best time for sellers to make outbound sales calls?

So, when should a seller make calls? You guessed it…

The day and time are less important than whether they make the call at all.

No matter what the statistics say, sellers can always come up with a reason why now is not the right time to pick up the phone. Prospects are too busy first thing in the morning, they don’t want to talk to you when they’re trying to finish things up later in the day, they’re probably out to lunch (that could be anytime between 11am and 2pm).

Yes, all the studies listed above indicate that mid-week is statistically more fruitful. But they also show connections being made on Mondays and Fridays as well. I know a successful seller who makes cold calls on Friday afternoons because he figures he’s the only one calling then, and that ups his chances of starting a good conversation.

Bottom line is that it doesn’t matter when sellers call as long as they do it consistently and often. And their calls are more likely to be successful if these 3 things happen in advance:

  1. You’re prepared. Do you have a script? Have you done your research before the call so you’re ready to handle objections when they occur?
  2. Do you have a differentiator? If you say the same thing to every prospect every time, and it’s the same thing all the other media reps are spewing, you’re likely to get the same response as the other reps—NO. So how can you differentiate yourself? With…
  3. A Valid Business Reason. Give the prospect an indication that you’ve got something of value to offer them and your chances of hearing yes go up significantly.

The best time to call new prospects is NOW. No excuses.

Margie Chilson is a Senior Marketing Consultant for JDA.media.

Her vast experience includes nearly three decades in broadcast television and digital sales marketing, working in and with multiple markets and affiliations including Dallas-Fort Worth at WFAA, Denver at KUSA-KTVD, KMGH, KWGN, and as a team manager at Millennium Television Sales.

Margie’s years as a local seller were award-winning and inspiration for her jump to JDA.media. She exceeded new business and digital goals on a consistent basis at Belo Corp., Scripps, Tribune, and TEGNA Inc. stations. A true innovator, Margie pioneered job-sharing positions in Dallas and Denver, balancing hectic work schedules and family, paving the way for working parents with careers in media sales.

Margie is well known and respected for her diligence, drive, and new business results. Due to her years in the business as an account executive and sales leader, she knows the station environment well and can easily relate to local sellers as well as the most senior managers.

An alum of Oklahoma State University who graduated with Honors in Journalism Advertising, Margie boasts an outstanding track record of helping business owners strategically grow their revenue through broadcast, streaming and digital solutions.

Margie and her husband Tim have been married for 23 years. The couple and their two children live in Littleton, CO, a suburb of Denver. Their son, Ryan, attends the University of Colorado Boulder, and their daughter, Mary, is in high school.  In their spare time, the Chilsons enjoy travel, hiking in the picturesque Rocky Mountains, cooking, watching movies, and cheering on their kids in various sporting events.