No matter how brilliant your sales tactics are, it can be hard to get clients to actually answer the phone. Sure email and texting saves tons of time. But it’s important to keep that personal connection with your clients. Plus, you have important information to share with them about some new, exciting products, right? So you pick up the phone, no one answers and you leave a message–again. So when would be a great time to call a client?

I love Fridays! I’ll tell you why.

Most ad sales reps have dedicated days/times throughout the week when they make sales calls. Cold calls, calls to prospects, calls to existing clients for new business, etc. Do you have a sense about what day of the week might be the most productive for you?

Yet when you think about it, clients have mountains of emails to answer all week, with office issues to solve and tons of meetings to attend. Where can your sales call fit in? Do you think the prospect is in the optimum frame of mind to listen to what you have to say while being pulled in 10 directions? Probably not.

Here’s my secret to success:

Sure some studies say Mondays are out, Wednesdays and Thursdays are best.  But consider this: Friday is the very BEST day to make calls.  When I call clients on Fridays, I get more responses. There are two reasons for this. First, it’s the day of the week when actual people are most likely to answer their phone. Secondly, my clients are more likely to take my calls and spend time having a good conversation with me because they are more relaxed, having made it through their work week.

The flip side of my theory is that you, super salesperson, are probably more relaxed to make sales calls too. You even have a built-in icebreaker to share weekend plans. So I’m challenging you to be counter-intuitive and shed the herd thinking on the best time to make a sales call.

Go ahead and take my Friday challenge. You have nothing to lose and everything to gain. Then write me when you make those sales!


Editor’s note: This article has been updated from the original.


More about Carl: Carl Landau is Grand Poobah of Niche Media. In his past life, he launched 5 successful niche magazines. He is a media/event guru, SF Giants fan, podcast host and part-time blogger. Carl’s 15 minutes of fame took place in the mid-eighties when he launched his famous, “Buy an Ad, Get a Cat” ad campaign. He has long since patched things up with the SPCA.


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