Jeff Hoffman says, “The method of outreach sales reps use for a first connect makes a significant difference in response rates. So rather than basing your decision of calling a new prospect or sending an email on your personal preference or what you’re more comfortable with, you should choose according to what the prospect is most likely to respond to.

It’s a classic question in sales: Phone or email? While there are a few tips that can help you decide, sales reps should know that in the grand scheme of a sales engagement, it’s phone andemail. However, I’m specifically addressing the first touch in this article, and since you shouldn’t issue an identical email and voicemail, you have to make a choice.

When deciding between trying a prospect by phone or sending an email, let the following three factors be your guide.

1) Time and Day of the Week

First, consult a calendar and a clock. Statistically, phone connect rates rise as the day progresses, and as the week progresses. In other words, a person is more likely to answer their phone later in the workday and the workweek”.

Call or Email? 3 Tips to Determine When to Use Which in Sales

HubSpot

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