Is there a science to the number of calls/appointment, appt/sale and how many clients should I have working with at any given time?
Hi Sherna! Thanks for joining our business and for your question. It's been said that this, as all outside sales, is a game of numbers and as Chris Lytle says, count the numbers that count! Understand that you can't control whether a client buys or not, all you control is the number of contacts, presentations, and quality of your information. The numbers that I have used over the years is that it takes 10 contacts to get one appointment. If it's a meaningful appointment, one in four will lead to a presentation. Then one in four of the presentations will result in an order. I know those seem like long odds and that is why this calls for great inner strength and an incredible attitude. If you will stick to a good routine of doing this, something magical happens after a period of time...the more you do it, the better you get at it! Then your numbers will improve. It's another good reason to always ask good questions, nuture your client relationships and build a customer for life. Multiplied successes will lead to a wonderful career. Best of luck and keep working hard!
Rick
I usually go for an 80/20 rule. 80 percent of the calls net you nothing. 20 % come thru.
But I also find that 80% of the billing comes from 20% os the reps.
80/20, or the reverse, works in any number of ways
Rick,
Thanks for sharing this information. I will work hard at doing the right things all the time. Thanks again.
Sherna
Food for thoughts, Joe.
Sherna, I wouldn't get caught up in a numbers game. Jim Rohn was a wonderful sales leader and he talked about sowing the seeds. As Rick shared, you can only control what you share and how well you share it. You can not control how the client will respond. I look at radio this way. It is a wonderful gift that any business owner would be silly not to accept. When done right it is an amazingly powerful tool to attract and communicate with customers. However, not all business owners will be open to accepting your gift. Some may take your gift but set it on the shelf for awhile. So you have to keep sowing. Some seeds with grow, others won't. So you have to keep sowing. The sales reps who are successful never (NEVER) stop prospecting because they know business can and will always cycle through.
If you want some ammunition to share with your prospects and clients about why radio is such a smart choice, visit RadioAdPro and get the free video download, Weapons of Choice! Good luck. Consistency does pay rewards.
