In less than two weeks it will be Q4 and for most organizations, the pressure will be on to finish the year strong. But should that take the focus off of developing your sales pipeline for 2017?
One of the most common questions we are asked by our clients is: "When is the best time for our sales staff to make that outbound call?" There are many opinions in this area ranging from:
"We require all of our salespeople to make 30 outbound calls per day"
"We don't want to bother anyone, so we rarely follow-up with an outbound call."
We don't subscribe to the old fashioned practice of "dialing for dollars" and could never figure out how someone determined 30 calls per day is the correct number. Why not 25, or 50? We do agree that "cold-calling" has become very disruptive in the industry, but not following-up with interested visitors can be a missed opportunity.
We believe the best time to make that outbound call is when it appears someone is searching for something, whether it is by website visits, downloads, email opens, click-throughs, webinar attendance or several other activities. Why? Because based on an individual's activity, there is most likely some type of interest in the product or solution you provide.
You're calling them to help them find what they are looking for and potentially provide them with additional information.
Over the past year or so, we have noticed it has become increasingly difficult to connect with contacts at insurers. There are plenty of companies that will accept an inbound call, but at the right time. If you happen to have a product or solution the insurer is searching for at that specific time, your timing is perfect. Unfortunately that's not the case the vast majority of the time and knowing when to make that outbound call is key.