Best Day to Prospect

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Of all the steps in a sales cycle, as much has been written about cold calling as there has been about closing the sale. The alpha and the omega. Step one and (according to some) the last step. Sales reps around the world understand that cold calling (or prospecting, business building, business development or whatever term you like to use) is critical to keep their pipelines filled with opportunities but very few would admit to enjoying the act of cold calling.

The most successful in the business will say that while they may not enjoy cold calling, they enjoy the results of cold calling. If pressed, most sales professionals would say that they hate the results of not making prospecting calls more than anything else.

The results of not making calls? Very few sales. And very few sales is a very, very bad thing.

Making Cold Calling More Enjoyable

Let's face facts, cold calling is tough and if you think that you can make it enjoyable, stop! There are some who genuinely enjoy cold calling but for us humans, holding on to the idea that is it possible to make cold calling a fun and enjoyable task is setting yourself up for failure and disappointment. 

Work is called work for a reason: It is not playtime. That means that while having a bit of fun and enjoying your job is wonderful, expecting that an important task like cold calling to be fun will only inspire you to not make prospecting calls when you realize they aren't much fun at all.

"So What's a Sales Rep to Do?"

Getting the notion that prospecting is a potentially wonderful way to spend an afternoon out of your mind is step one. Step two is to make sure your prospecting skills and all of your sales skills are sharp. Step three is to go out and make calls, but you need to make them at the right time of day and on the right days.

The Worst Days to Prospect

Putting your customers first is the key to understanding what days not to prospect. To do that, think about which days of the week are your busiest days. For many Mondays and Thursdays are the busiest days of the week. 

On Mondays, most people are struggling to get back into their work cycles (even after a two-day weekend), are busy reviewing the previous week's events and scheduling for the rest of the week. Having a sales rep call on Mondays usually doesn't fit into a typical business professional's schedule.

Thursdays are also rough. Why? The week is almost over, and most people haven't gotten through all the things they need to get done for the week by Thursday. That means many use Thursday to catch up on their weekly activities.

Since Friday is the last working day of the week for many in business, most want to have as many weekly tasks done before the final day. They want their Fridays to be a bit more relaxing and to not be under pressure to finish a task they committed to getting done the previous Monday.

"So Where Does That Leave Us?"

Well, if Mondays and busy planning, reviewing and mapping out the week ahead and Thursdays are filled with trying to get all the things done for the week, Tuesdays, Wednesdays, and Fridays are left for us to cold call.

And of the three days that remain, Tuesdays have proven to be the best day for sales professionals to send emails, mail and cold call. By Tuesday, people are back in their weekly routine and are cranking out work. They aren't looking forward to the weekend yet, since it is still so many days away.

Tuesdays are your best days to prospect, but that doesn't mean you can take Wednesdays and Fridays off. Just arrange your schedule to make the majority of your calls on Tuesdays.

Lastly, keep track of your prospecting efforts and see if a different day (or a specific time of day) works best for you. Tuesdays may be best for most, but not necessarily best for you!