Timing is Everything: The Best Times to Prospect

While selling merchant services, understanding the best times to reach out to potential clients can significantly impact your success rate. Just like any sales role, timing is everything. But it’s not just about the day and hour; you also need to consider the unique rhythms of different industries.

Here’s a breakdown of the best times to prospect, taking into account the specific needs and schedules of various business verticals:

General Best Practices:

• Avoid Mondays: Mondays are universally hectic for business owners. Aim for Tuesdays and Wednesdays.
• Strategic Calling Times: 10 am – 12 pm and 2 pm – 4 pm are generally good, but always consider industry-specific nuances.
• Seasonal Opportunities: Post-holiday season, tax season, and industry events offer prime prospecting opportunities.
• Persistence is Key: Develop a strong follow-up system to stay top-of-mind. Follow up is where the money is made.

Industry-Specific Insights:

• Restaurants:
  • Best Times: Late morning (9:30 am – 11:00 am) before the lunch rush, or late afternoon (2:30 pm – 4 pm) after the lunch rush.
  • Avoid: Peak lunch hours (12 pm – 2 pm) and evenings.
  • Consider: Many restaurant owners work long hours, so early mornings or late evenings might also be viable options.
• Retail:
  • Best Times: Mid-morning (10 am – 12 pm) or mid-afternoon (2 pm – 4 pm) when customer traffic is typically slower.
  • Avoid: Weekends and evenings when stores are busiest.
  • Consider: Smaller, independent retailers might be more accessible during off-peak hours or even early mornings before opening.
• Automotive (Dealerships):
  • Best Times: Early mornings (8 am – 10 am) before the day gets hectic, or late afternoons (4 pm – 6 pm) as things wind down.
  • Avoid: Midday when sales floors and finance departments are busiest.
  • Consider: General managers and finance managers often have more flexibility in their schedules.
• Auto Repair/Tire Shops:
  • Best Times: Early mornings (8 am – 10 am) before the day gets busy with customers, or late afternoon (3 pm – 5pm) as the rush slows down.
  • Avoid: Midday when mechanics are busiest with repairs and customers are picking up/dropping off vehicles.
  • Consider: Many shop owners or managers arrive early or stay late to catch up on paperwork. I have had success on Saturday mornings as well. (bring donuts)
• Medical:
  • Best Times: Late mornings (10 am – 12 pm) or early afternoons (1 pm – 3 pm).
  • Avoid: Early mornings when appointments are scheduled and late afternoons when doctors are seeing patients.
  • Consider: Reaching out to practice managers or administrators might be more effective.
• Dental:
  • Best Times: Similar to medical, late mornings (10 am – 12 pm) or early afternoons (1 pm – 3 pm) are generally good.
  • Avoid: Early mornings and late afternoons when patient appointments are concentrated.
  • Consider: Dental offices often have specific days with lighter schedules.
• Storage Facilities:
  • Best Times: Mid-morning to mid-afternoon (10 am – 3 pm). Many storage facilities have limited staff and operate on specific hours.
  • Avoid: Early mornings, evenings, and weekends when customers are most likely to be accessing their units.
  • Consider: Calling during the week and scheduling a meeting when the manager is less likely to be interrupted.

Bonus Tip: Prospecting in Office Parks and Industrial Areas

Places like salvage yards, funeral homes,

• Plan Your Approach: Map out your route and identify businesses beforehand.
• Time Your Visits: Mid-morning or early afternoon are often good times to find decision-makers in their offices.
• Be Prepared: Have marketing materials and a concise elevator pitch ready.
• Be Respectful: Be mindful of office hours and avoid interrupting meetings or busy periods.

Remember: These are general guidelines. Always research individual businesses and try to understand their specific needs and schedules.

Pro Tip: Use online tools and resources like LinkedIn, Google My Business, and industry-specific directories to gather information about businesses and their key decision-makers.

By combining these general best practices with industry-specific insights, you can create a highly effective prospecting strategy that maximizes your chances of success in the competitive merchant services landscape.

Happy Selling,

David