"What is the best day of the week to prospect?" | Q&A with Mark Hunter

Today.

Be honest: how many times have you said to yourself, "Oh, I can't prospect today because it's [add arbitrary day of the week here]"?

If that's you or you're simply curious as to what days are the "best" to contact your prospects, keep reading for some benchmark numbers and benchmark perspectives. Naturally, it's going to vary by industry and who you are.

The power of Monday mornings

It's a common belief that you can't sell on Monday mornings, but I think Monday mornings are a great time to sell. Now, it might not be true "cold calling," but I spend my Monday mornings reaching out to customers I haven't talked to in a while and it's amazing how many conversations I have. It's amazing how much business I'm able to get from doing so.

I love using Monday mornings as a day to be reaching out to existing customers.

Start by using this day to reach out to customers who maybe haven't bought from you in a while.

Plus: your tool to leveraging Monday mornings.

How to leverage Friday afternoons

Don't blow off Friday afternoons.

Too many salespeople justify blowing off Friday afternoons by saying, "Well, that's usually when I get my paperwork done," or "I kind of want to ease into the weekend." The salespeople who say that are willingly letting business pass them by. How so?

Friday afternoons are the best time to be calling mid- and senior-level people.

I guarantee the mid- and senior-level people are still working. You have even better chances if these people have an idea of who you are, be it through LinkedIn or general knowledge regarding your company.

When I leverage my Friday afternoons, I'm amazed at the number of times I'm able to reach people I don't normally connect with. Not only that, but we have unbelievable conversations. Because of this, I typically try to block my calendar on Friday afternoons just for making 4-5 senior-level prospecting calls. I may make 5 calls and I can guarantee that I'll have at least 2 good conversations. 40%? That's not bad at all.

Even better? These conversations are anywhere between 5 and 15 minutes long, and I almost always come out of it with a next step.

The "best day" to prospect doesn't exist

Don't sit there and toss around an idea of "the best day to prospect." Any day is the best day to prospect, and here's why: what you think is the best day to prospect isn't necessarily the best day for somebody else. You might think you've nailed down the best day to call–Tuesday, for example–and guess what? The person you're calling could be having a really sucky Tuesday.

Long story short:

Pick up the phone and make the call.

This content is just 1 of over 50 expert videos from my Q&A vault on The Sales Hunter University.

I continuously add new videos answering your specific sales questions, focusing on prospecting, calling, customer relations, pricing/strategy, CRM, operations, goal setting, networking, and marketing. Get access to unlimited, on-demand sales training today as either a Level 2 or Level 3 - All Access member.

Great selling!

Mark Hunter, CSP