I knew a multi millionaire who did his best prospecting after 5:00 pm.

You might think it was because no one was guarding the proverbial “gate”.  You might even be inclined to believe there probably was less “noise” after 5:00, but he was convinced it was for another reason . . .

He believed that people were in a more casual mood after hours and their guard was down.

I’ve had several reps express that the after 5:00 thing is something they’re uncomfortable with because they feel people are trying to clear their plates to get home.

So who’s right and who’s wrong?

I think that’s entirely up to you and what you’re comfortable doing.

I personally, have no problem calling someone after 5:00! Many are a tad uncomfortable with my brutally honest reason as to why.

You’re interrupting someone from doing something no matter when you call.

The criticism I receive on this is that we should never look at a call as an interruption.

I have a hard time with that, because if I’m calling my ideal client, I am absolutely interrupting them from doing something else vs someone who was sitting at their desk playing Clash of Clans or trying to occupy their time.

Do you really think the other person was sitting around doing nothing?

So, yeah, you interrupted them from doing something else and statistically speaking, you’re always going to be interrupting them from doing something else.

I’m also of the crazy belief that we have enough self imposed limitations as to when we should or when we shouldn’t call a prospect.

You know, like not calling after a certain time on Friday or before a certain time on Monday?

And don’t get me started with how we justify what has become a multi week, mental sabbatical, that occurs each year, just after Thanksgiving here in the US.

What’s next, don’t call someone on Groundhog Day?

We could easily just replace calling after 5:00 pm with a 7:30 am call, but then some smart ass will reference a report that shows 95% of decision makers are fully caffeinated after 9:00 am.

But seriously . . .

Here’s A Simple Test

Experiment with different times and keep an open mind while you see for yourself.

How Would You Rate Your Phone Skills?

On a scale from 1-10, 1 being “I absolutely SUCK” and 10 being, “I absolutely ROCK my phone calls” how would you rate your overall phone abilities.

The real question now becomes, how much more could you be making if you move that needle even a little bit?

Click HERE and have a look at something that can get you there faster!