My friend, Barrett owns a lawn care business. To grow his company he hired a company to do outbound calls as the new season approached. As frustrating as it may feel to get sales calls at home, Barrett gets one new customer for every three hundred outbound calls. The numbers work. Barely.

Then Barrett analyzed the data. Certain days he was able to get one new customer for every seventy five calls. A little more research and he found on those days a snow storm had hit the community he was calling. People were home.

Now Barrett chases snow, so to speak. He calls the homes he is trying to sell services to when he knows they will be there – snow days.

What about you? When are your prospects “home?”