At what time of the day do you contact prospects in the material handling industry to pitch your company's sales offer? Some fellow industrial sales reps pay little attention to the clock, believing it has no effect on their ability to sell a product or service such as a mezzanine or conveyor system. This couldn't be further from the truth, however. Contacting prospects at the wrong time will lower your chances of scoring a meeting, sale or just picking up the phone, whereas contacting prospects at the right time will have a positive effect on your sales cycle. So, when is the best time to contact prospects with your sales offer?
According to Hubspot contacting prospects within 20 minutes of their inquiry -- when they provide you with their contact information -- often yields the best results for industrial sales reps. This makes sense, as prospects still have the company fresh in their mind. And when you contact a material handling prospect immediately or shortly after his or her inquiry, you'll have an easier time converting that prospect into a customer. But there are still other times that can prove effective when contacting prospects.
A separate study cited by HubSpot found that contacting facility managers or plant managers in the morning between the hours of 6 a.m. and 8 a.m. is highly effective at driving industrial sales. You have to remember that material handling audiences are typically in the office around this time of the day. By contacting prospects between the hours of 6 a.m. and 8 a.m., you'll have an easier time reaching them and communicating your sales offer.
Finally, contacting plant managers or facilities managers in the afternoon may prove effective at driving sales for your company. According to a study conducted by InsideSales, contacting prospects between the hours of 2 p.m. and 5 p.m. result in 164 percent higher conversion rates than contacting prospects between the hours of 11 a.m. and 2 p.m. In the afternoon, many manufacturing, distribution and warehouse companies perform their administrative tasks, such as answering phone calls and responding to emails. Therefore, you may notice improved communications and, subsequently, higher conversion rates when contacting prospects between the hours of 2 p.m. and 5 p.m.
Whether you contact prospects within 20 minutes of their inquiry, the morning or afternoon, you should use a customized approach that resonates with facilities managers and plant managers. Consider each prospects' unique needs, and create a personalized marketing message that's meaningful and valuable.
So, what happens if you don’t have any prospects to call during these great peak times? Call from our Industrial Project Reports. You’ll get notes on the project, key contact names, phone numbers and email addresses.
Make use of this key time and fill your pipeline with some new material handling opportunities.