When I was new in the business I had a little training from Todd Bates ( a paid training sytem called Master your marketing) and one of the habits I picked up from that was to make my prospect calls every morning.
Later in my career, I was watching a promotion video from Kinder--Reese and I remember how it struck me when he said we just hang up if we get to a machine because our goal is a conversation not a phone call.
I've always contended that I'm most productive in the morning and I've always known that the connect rates don't match my productivity. (In the prospecting phase, I think we have to start focusing on how we have to change our behavior for maximum productivity not the clients) Later you can teach them to be good buyers/sellers.
Here is a quick little excerpt I took from Bill Rice's blog- he runs a software lead management company. I have the data...now I just have to figure out how to make it work for me. Remember if there is no conversation there is no sale.
- Interestingly, 3:30-4:25 is peak for conversion, yet 5:15-5:25 is peak for contact