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Prospects in the publishing business should be called after 3 in the afternoon. These prospects have a lot of detail work, but about 3 or 3:30 in the afternoon they are ready to light their pipes and relax for a while. That is the time they are vulnerable. Merchants, store heads, and heads of departments can be approached any time from 10 a.m. to noon, or from 2 to 5 p.m. Chemists and engineers are more available between 4 and 5 o'clock in the afternoon The best time to call on the clergy is any time after Tues- day. Sunday is their busy day and it usually takes them a few days to recuperate. Salaried people who earn less than $5,000 per year, and all wage earners, should be called on at home. This includes bookkeepers, stenographers, technicians, clerks, secretaries and people who work for the government. The most logical time to call on them is after dinner in the evening, usually between 8 and 9 o'clock. A prospect in this group feels free to talk to you at home, whereas at their place of business they might feel embarrassed. Housewives are usually free between 9:30 and 11:30 in the morning and from 1:30 to 4:30 in the afternoon. If you call on a housewife before her morning chores are finished you are likely to get the door slammed in your face, so take heed and act accordingly. The logical time to call on those prospects not mentioned 74 TIME AND WAY TO CALL ON PROSPECTS in the foregoing categories may be ascertained from your study of their habits and inclinations. |
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