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When is the best time of day to call on your prospects and customers? That’s a question with many answers. Some of those answers are very complex and scientific indeed. Keep reading…
You can say that first thing in the morning is the best time to call. In the morning, your prospects have the least amount of fatigue. They’re well rested from a good night’s sleep. They have more energy. They have more willpower so they’ll be in a better mood. Also, they haven’t dealt with their job challenges yet and on and on.
You can also say that first thing in the morning is the WORST time to call. In the morning, your prospects are being challenged by the amount of work they have to get done. Perhaps they missed breakfast and their blood sugar is low. This low blood sugar means they have less time and patience for a stranger calling them and on and on!
In reality, we can make a list of pluses and minuses, like this, for every time of day to call on our prospects: mid-morning, before lunch, after lunch, 4 O’clock, end of the day, after hours. When we do this, we’re attempting to answer the question: “When is the best time to call?” from the wrong place…
There Is NO Best Time To Call
The best time of day to call your prospects has nothing to do with when your prospects are ready for you to call them. Instead, it has everything to do with when YOU are ready to call them. As I laid it out earlier, it’s impossible to know when the best time to call your prospects is. There are way too many variables.
Instead, the best time to call your prospects is as soon as you’re ready to call them!
The First Call Is Typically The Most Challenging
The first call you make each day will usually be the most challenging. It’s when you have the most resistance to picking up the telephone. The reason why is that you don’t have any momentum. Just like anything else in life, making calls is easier when you have the momentum. It’s Newton’s 1st Law of Making Sales Calls – freight sales agents making sales calls will find it easy to KEEP making sales calls. A freight sales agent who hasn’t made a sales call yet, will find it challenging.
The earlier in your day you make your first call, the easier the rest of your day becomes. Don’t worry about your prospects and customers and their schedules. Pick up your phone and make that first call as early into your day and watch as you climb and climb our leaderboard!