7. When background noise is present. You are on a video call. Maybe you are making phone calls. Jackhammers are working on your neighbor’s house. Lots of beeps as the cement mixer backs up. Workmen swearing. It’s going to be a long afternoon.
Instead: Even if you look and sound professional, the background noise is a problem. Move to another room in the house. If there’s loud static on your phone line, call the phone company. Get a repairperson scheduled.
8. When the stock market is tanking. It’s having a bad day. You are concerned about your own investments, especially the buys you made for yourself yesterday. The anxiety or uncertainly will come across in your voice.
Instead: Maybe after the close is a better idea. This example of bad timing has a silver lining. If the prospect says, “The market is down!” you might ask: “Have you heard from your advisor today?”
9. Immediately before a deadline. Taxes are due on April 15. Calling on April 14 isn’t a good idea. This also holds for the days before Christmas. Your prospect’s mind is elsewhere.
Instead: Call the week after Christmas. They are likely home, on vacation and thinking about 2021, their bonus too.
10. After you’ve had a few drinks. This sounds unlikely, but the holidays are approaching. People have been known to enjoy a cocktail (or two) at lunch. Your voice might be slurred over the phone. You might include the word “guaranteed” where it doesn’t belong. Worse, while placing an order, you might accidentally include an extra zero in the amount.
Instead: Prospect before heading out to lunch. If you get some good leads you have something to celebrate.
11. When you are feeling under the weather. This has nothing to do with the Coronavirus. You are coughing. Your mind wanders. You feel sweaty. You just want this task to be over. Fatigue, not enthusiasm will come through on the other end of the line. This also applies to when you are overtired too.
Instead: Stay away from the phone. This might be a time to focus on social media.
Prospecting has always been a numbers game. You want the odds working in your favor.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor can be found on Amazon.