A secret prospecting opportunity

For a number of years I've followed prospecting results to see if there was a pattern to timing. You know what I mean...everyone says don't call Monday morning or Friday afternoon (bunk!), or don't call the day before a holiday. Is it really true, or is it just folklore so we can all squeeze in a long weekend?

Turns out it's not true. Regularly, we have some of our best results on Mondays and Fridays. More surprising is the consistently strong prospecting results we get between Thanksgiving and Christmas holidays.

Sound strange? Maybe. But think about it...after Thanksgiving business travel and meetings slow down, budgets are set, new initiatives are waiting until January.

This all means your prospects are more available, which is exactly what you want when making a prospecting call. You don't want them to make a decision or even necessarily meet with you...you just want them to take your call and have an initial conversation to see if the topic is worth pursuing for a future in-person meeting.

So don't ignore Mondays and Friday, but especially don't ignore the two weeks after Thanksgiving. It will set you up for a very strong January!