For nearly two decades, we have been dedicated to setting sales appointments for RegTech vendors. As telemarketing has evolved, so too have our strategies and insights, driven by an ever-changing landscape. Our expertise, honed through global outreach from our UK and USA-based offices, have allowed us to master the optimal calling strategies for various regions worldwide.
In 2017, we analysed key calling metrics, many of which have since shifted. Revisiting these statistics offers valuable insights into the current telemarketing environment and its implications for RegTech sales.
Let’s dive into the findings:
Optimal Call Times:
- Current Best Times: 11 AM – 12 PM, and 2 PM – 3 PM.
- Previous Best Times: 4 PM – 5 PM, and 8 AM – 10 AM.
Recent data reveals that calling between 11 AM and 12 PM is now more effective than the previously preferred late afternoon slot. Despite the common assumption that professionals are in meetings during this time, our findings indicate that this period can be ideal for engagement.
- Worst Time to Call Now: 1 PM – 2 PM.
- Previous Worst Time: 11 AM – 2 PM.
While this time frame was once ideal for calls, it now aligns with lunch breaks in Europe, the start of the workday in the US, and end-of-day activities in APAC. Our team now schedules their lunch to ensure calling efficiency during peak times.
Best Days to Call:
- Current Best Day: Thursday.
- Previous Best Day: Tuesday.
The shift from Tuesday to Thursday as the best day to call reflects changes in professionals’ weekly routines. At the moment, our data tells us that Thursday is the optimal day for setting appointments as professionals prepare for the end of the week and start focusing on planning for the next few weeks however, we know that this varies each week and is dependant on regional holidays and celebrations.
Activity Metrics:
Activities to Reach a Prospect: Now requires 19 activities, up from just over 10 attempts previously. We measure success by the number of high-quality appointments. This means our team has to be more persistent than ever, and so we monitor the number of activities, including emails, voicemails and follow-ups, to secure valuable connections.
Our persistence pays off in finding and setting appointments with more people. Industry sources say the average salesperson only makes two attempts to reach a prospect. On average, it takes around 19 activities for a Gungho’er to reach a prospect in this saturated market.
Conversion and Efficiency:
Appointment Rate: 1% of outbound activities result in a sales appointment.
Maintaining our goal, each team member performs around 111 activities daily, striving for at least one quality appointment per day. This rate underscores the persistence needed in the current telemarketing climate.
Dials Per Hour: Average remains at about 12.5 dials per hour.
Technological advancements have allowed us to connect with prospects efficiently. We make sure we are staying up to date with our dialling system to ensure we engage with the best RegTech professionals easily.
Impact of Timing:
First Contact Advantage: 50% of sales go to the first salesperson to speak to the prospect (Source: InsideSales.com).
Being the first to reach out remains crucial. Recent research highlights that early engagement significantly improves the chances of securing meetings, reinforcing the importance of timely outreach. At Gungho, we make sure we are always on top of who has been contacted and reaching out at the best times so we can optimise appointment booking.
Initial Call Seconds: First 7 seconds crucial (Source: LinkedIn).
The need for a strong start is more critical than ever. Our training emphasises making a compelling impression within the first 7 seconds to ensure effective communication from the outset. We use our voice and deliver our message.
In Summary
These evolving metrics underscore the importance of adapting sales and appointment setting strategies to the current landscape.
At Gungho, our continuous efforts and refined techniques help RegTech vendors navigate this dynamic environment and maximise their sales potential.
If you want help booking high-quality appointments in the RegTech space, get in contact today.
