Thursday, Friday, Happy Days!February 21, 2012

Most of the world widely accepts that Mondays have a bum rap and the famous quote from Office Space "Does someone have a case of the Mondays?" pretty much sealed the deal that Mondays are not the day to cold call a client that holds a Monday-Friday, 8am-5pm position. In fact, whenever possible make Mondays your administrative day to get caught up on emails, write thank you cards, produce reports, update your contacts in your database and handle those must-attend-to business items that don't involve your savvy sales skills. It is time tested and proven that most people suffer from a case of the Mondays in some degree or another, save your breath for a better day when people's moods will be in a better place. So, what is the best day of the week to cold-call or schedule a presentation or even book a lunch?

First off, why most Mondays aren’t the preferred day, outside of the social rhetoric; generally speaking acclimating from the weekend break and re-booting our brains by re-organizing our objectives plays a role in why we automatically say, “No”. “We feel too overwhelmed as it is and we simply can’t bear the thought of taking another project on at this point in time -- no matter how great it is. Our plate is full” states CEO, Michael Graf of Custom Websites for You. Unless it will immediately make that day easier, such as “for $20 I will file all those papers for you now” that may be the only exception to this rule.

Furthermore, Tuesdays can have a run-over effect from a case of the Mondays, especially if things weren’t quite dialed in the day before. Usually by Tuesday afternoon, the seas have calmed and your client is in "Go" mode. They have a hit-list of things to accomplish and they're doing it. Caution when calling on Tuesday and make sure to ask your client if you have caught them at a good time to talk. I’d avoid booking lunches on this day as they will be more frequently rescheduled and cancelled as a result of an unexpected “fire” they must attend to. Recommended time to call: between 1:30 and 4pm

Wednesdays are 50-50. Wednesdays are the best days to send emails and faxes. Usually you will receive a fast reply and a guarantee “read”. By Wednesday auto-pilot has set in and as they say, it’s all downhill from there.

Thursdays are my favorite days for booking lunches. Something about a lunch out of the office this day makes the clients feel like their week went by faster. Most lunch meetings that involve sales or new service will result positively if you pick this day to do it. Plan on booking these Thursday lunch meeting long in advance, give your client something to look forward to when they are addressing their calendar on Monday.

Fridays! Everyone is in a great mood on Friday and another great day to book lunch meetings. Friday can be funky though, your window of opportunity for cold-calling and catching someone in the office will be sparse, so remember this:
If you need to make a call, do it between 9:30am and 11am or 1:30pm-3pm. More people arrive later in the morning on Fridays than any other day of the week. As well as more people leave work early than any other day of the week, and lastly, more people are apt to take a long lunch on Friday more so than any other day of the week. However, if you keep these hours in mind and catch them, you pretty much could ask them for a favor or set up a future meeting or introduce your company with great ease.

Final words, regardless of the day you call, avoid calling or scheduling a meeting just before the lunch hour. The Rule of Judge is to steer clear of calling between 11am-1:30pm. Low blood-sugar can lead to a bad attitude. Researchers in Israel found inmates were dramatically more likely to win parole if the judge had eaten lunch or a snack recently. Right before lunch, parole rates dropped to nearly zero, according to the study.* So while we’re thankful that we’re not inmates bidding for our parole, the principal applies in sales as well. Plus, you want your attitude to be on par as well; don’t ever enter a sales call or meeting physically hungry.

* Facts: published in the Proceedings of the National Academy of Sciences. Extraneous Factors in Judicial Decisions