Posts tagged: Sales Ratios

Sales Ratios

I often go to events such as trade shows. One of the chamber expos I attended had more than a hundred exhibitors and I was able to collect about 58 business cards, of which 30 are great prospects for my Elite Leads groups. The ratio for having guests attend is three times greater than if I call from a directory. So rather than making seven hours of calls, I can make two hours of calls to obtain the same results. I have the same results when I meet prospects at most other events which are targeted to a specific audience like realtor groups or associations. For some reason, events where members are part of an association have a greater ratio than when I meet prospects at stand up chamber functions.
Every event I attend, I meet people who might be good prospects. And if they’re not good prospects for me, they are for someone I know. It’s great to have a resource for others I work with.
Some people have a deep seated fear of making initial calls. I prefer to call the first call an Approach call rather than a cold call. When you think of it as a cold call, you are expecting a cold and indifferent reception.  When you think of it as an Approach call, you are simply approaching them to discover whether they are a prospect or not.
I had more than my share of fear in the beginning. I would wash the dishes, the floor, dust and even do my laundry to avoid picking up the phone and calling someone I didn’t know.

I often go to events such as trade shows. One of the chamber expos I attended had more than a hundred exhibitors and I was able to collect about 58 business cards, of which 30 are great prospects for my Elite Leads groups. The ratio for having guests attend is three times greater than if I call from a directory. So rather than making seven hours of calls, I can make two hours of calls to obtain the same results. I have the same results when I meet prospects at most other events which are targeted to a specific audience like realtor groups or associations. For some reason, events where members are part of an association have a greater ratio than when I meet prospects at stand up chamber functions. Every event I attend, I meet people who might be good prospects. And if they’re not good prospects for me, they are for someone I know. It’s great to have a resource for others I work with. Some people have a deep seated fear of making initial calls. I prefer to call the first call an Approach call rather than a cold call. When you think of it as a cold call, you are expecting a cold and indifferent reception.  When you think of it as an Approach call, you are simply approaching them to discover whether they are a prospect or not. I had more than my share of fear in the beginning. I would wash the dishes, the floor, dust and even do my laundry to avoid picking up the phone and calling someone I didn’t know.

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