10 Sales Calls, 9 Conversations
What percentage of the time when you call someone do you speak to a live person? My guess is you’d be happy with a 10% success rate. That is, get one person out of 10 tries and you’d be clicking your heels with joy.
I’ve been making follow up sales calls this afternoon. What if I told you — and this is going to sound like an infomercial — I just got nine people on the phone and made 10 phone calls? What if this week’s sales tip was about replicating that success?
First of all, it’s completely true. I am sitting here creating this Short Attention Span sales tip after having had nine live conversations in 10 tries.
Do I have a magic phone? No.
Did I call the same person 10 times? Of course not.
Then what’s the secret?
The secret, if you can call it that, is making prospecting calls on what everyone else considers to be the worst sales time slot of the week: Friday afternoons.
I have put this question to live audiences for years: “What’s the worst day of the week to make a sales call to a new customer?” The answer comes back in unison: “Friday!” I continue, “and why is that?” Response: “Because no one wants to hear from a sales rep on a Friday, especially Friday afternoons. People are busy getting ready to leave for the weekend or perhaps they’re gone already. Why bother?”
Why bother, indeed.
Listen, I’m going to use an economy of words here. It’s been a long week, one that included a phone call from my 17-year-old stepdaughter telling me she was hit while driving my car. A well-deserved cold beer awaits.
The lesson here is this: Don’t assume no one will want to speak with you on a Friday afternoon. Don’t believe what you hear when other sales reps say it’s a waste of time.
Make calls on Friday afternoons and see the magic happen for yourself.
Want more from Bill? See the line up of Zoom workshops coming up inside The Sales Vault at SalesVault.pro (hit the Events tab) or call Bill at 781-934-7036.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.