The Best Time to Cold Call Small Business Owners (by Industry)

Calling at the wrong time is the fastest way to waste a good lead. Owners of small businesses are busy with customers most of the day, but there are windows when they pick up and have a minute. Here is the best time to cold call small business owners, by industry.

The general rule

• Tuesday to Thursday beat Monday (catching up) and Friday (wrapping up).
• Early morning (7:30–9 am) and late afternoon (4–5:30 pm) beat the middle of the day.
• Avoid lunch rushes for restaurants, cafés and shops.

Best times by industry

• Roofers, plumbers, electricians, landscapers: 7–8 am before they leave, or after 4 pm when they are back.
• Dentists, doctors, vets: just before opening, around 8 am, or at the end of the day. Ask for the office manager.
• Restaurants and cafés: 2:30–4:30 pm, between lunch and dinner.
• Salons and barbers: early in the week, mid-morning, when bookings are lighter.
• Lawyers and accountants: 8–9 am or after 5 pm; avoid tax season for accountants.

Call in their time zone

If you sell across the country, always use the lead's local time. A call at 8 am in New York is 5 am in Los Angeles.

How many times to try

Most answered calls come on the second to fourth attempt. Try three to five times over two weeks, at different times of day, and leave one short voicemail. Then send an email and move on.