Ever wonder when the best time of day is to send an email? 

The answer is between five minutes of and five minutes after every hour. 

Why is that? Well, think about it. Those 10 minutes are exactly the 10 minutes that people are spending their time doing what? Going to meetings and leaving other meetings. The number one place people look down at their phone and check their email. 

Why do I reserve my cold calling for the top 10 minutes of every hour on the clock? Because I want to improve my odds of being in the top seven emails in their inbox. That’s the magic number. If you become the eighth email in their inbox, you will statistically never be read. 

People look at up to seven emails at a time before they leave their email and look at something else. I’ve got to be in the top seven and so do you. If all you do is change your timing of your emails, you could see significant improvement in open and conversion rates.

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Still struggling to get your email returned?

You probably forgot that the first time is the best time.

We have this weird tendency to remind our prospects of all the different times we’ve tried to reach them with failed attempts, hoping to maybe, I don’t know, make him feel guilty to respond. It doesn’t work, so we’re going to stop doing it. 

Make sure you don’t refer to failed attempts to reach people when you’re writing your email. Every email you write should be the first time you’ve ever written one to that person, so that they know if they respond., no guilt attached. 

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Are you still a nervous wreck when making your cold calls? 

Well, you just ain’t bored enough, baby. 

Let me tell you the worst advice I ever got about cold calling: You got to smile and dial. 

No, you don’t – because the last thing anybody wants at the other end of the phone is a highly caffeinated, sugary sales call. It’s an instant turnoff and it’s too easy to get you off the phone. 

The truth is, prospects are diabetics. You can’t give them sugar. So do what I do when I do my cold calling: I do it after four o’clock when I’m exhausted, tired, bored, and want to go home. 

Why? Because that tired, calm voice is going to be a welcome to anyone at the other end of the phone who’s listening to me with their equally tired late day ears.

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Looking for a quick and easy way to improve your inbound lead conversion rate?

Slow your roll. 

Yes, responsiveness is an attractive quality in salespeople, but it is a far more attractive quality if it’s coming from you as a scarce resource. Most reps are simply too eager when they respond too quickly to inbound leads, almost appearing as if you’re the only game in town with your request. 

I like to wait a half a day before I respond to inbound leads. If I get one in the morning, I’ll respond that afternoon. If I get one in the afternoon, I’ll respond the following morning. That way, my calm response shows that I’m absolutely responsive, but also absolutely very busy with other prospects. 

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You ever feel like your deal is getting sabotaged from the inside? Uh oh, you might have inherited an anti-champion. 

We love our champions. We know how hard they fight for us internally. We love ’em so much though that we often forget that the competitor may have one too that’s working as hard to keep us out as we’re working to find a home. 

And be careful – because they rarely identify themselves to us. They’re often quiet, easy to talk to, but generally only live in group settings.

So if you’re fearful that  you might have an anti champion lurking about your deal. Do what I do. Make sure you take a chance to isolate anyone that you meet in a group meeting for at least one, one-on-one session. That way the anti-champion can’t hide and you’ll know what you’re dealing with. 

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Do you ever get frustrated with a lot of wishy-washy answers from your customers? Well, let’s take some advice from the band Heart and “even it up.” 

The truth is that our customers work very hard to not reveal intention to us. Why? Because to reveal intention to a sales rep is inviting that sales rep to persuade or influence. So customers like to keep things close to the vest, and that’s why they prefer the porridge that Goldilocks chose: the middle one, because the middle one doesn’t really show where my intention is. 

Fact is, the middle lane for customers is “no decision lane.” 

So why not do what I do if I’m stuck with a customer who’s being wishy-washy and non-committal? Give them an even number of choices. That way there is no middle. And whatever they pick will at least lean toward one direction.

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Looking to get more bang for your buck on those event driven marketing leads?

Better check that expiration date first. 

We all know that leads go stale and leads have shelf life, but what a lot of people don’t know is that different types of leads have different expiration dates, and the quickest expiration date is an event driven lead. Why? Because all of the activity that a prospect does leading up to an event is before the event and once the event has occurred, they’re on to other things. Unfortunately, that’s generally when we’re emailing a lead after the event. 

So if you really want to get the most out of these inbound or marketing leads around events, do what I do. Next time you have a marketing event scheduled, sync up with your marketing team and get the attendee list before the event.

Start your prospecting efforts before the event happens, and you’re going to get far more converted leads out of that bunch to work on.

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Struggling with getting your emails returned? 

Well, maybe they need to go on a diet. 

Not only are our emails often too long, they’re often too wide, and too wide in the middle. And those wide emails where the sentence carries from line to line, are very difficult for anyone to read on a small smartphone, particularly when they’re in the back of an Uber headed to the airport.

So lose the commas. By removing things like commas from your sentences, you’ll make your sentences shorter and give it the right margin that it needs to be easier to read.

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Want to leave a stronger voicemail? Well you want to end on a number, not a word. 

It’s really easy to feel like you’re rambling on and on as you trail at the end of a voicemail. So do what I do. End your voicemail with high levels of confidence and social value, with a number – like your phone number – instead of a word. “I can be reached at 5 5 5 1 2 1 2.” Click.

By ending on a number instead of a word, you maintain your social value and leave a much cleaner experience for your customer to consider if they want to respond or not. 

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Having a hard time getting someone to engage on a Zoom call? 

Quit being a Bobblehead doll. 

You know, we always want to be a good listener, but that doesn’t mean we want to show we’re being a good listener with a lot of activity. The best way to show someone you’re listening is to keep your mouth shut and your head still. By violently moving your head up and down while the other person is speaking on camera, only is distracting and looks like an interruption. So do what I do. Stay still, not just silent when you’re engaged. 

For more Hacks, check out our YouTube page.