Sales Success Tip-Think You Need More Leads? Think Again!
Sales Success Tip-Think You Need More Leads? Think Again!
Here's a real life example: One of my personal clients came to me looking to increase sales. He predictably wanted to start with how to get more leads. But before I would let him get into that area, I wanted to understand how well he was doing with his current leads. "What's your current conversion ratio?" I asked. "Well, I'm not sure exactly, but it's probably somewhere around 60-70%," he responded. "Measure it and get back to me in two weeks," I said. He was not happy, but he did as I instructed.
When he had the results, he was crushed. "16%. 16%," he said. "That’s' awful. I can't believe it!" "Actually, that's GREAT," I yelled at him. "How can that possibly be great?" "Ah, we can double, triple, even quadruple 16%!" "Do you know what would happen if you went from 16% to only 32%?" "Double my sales?" "How about to 48%? And that's still not even half!" "That would triple my sales, wouldn't it?"
Within 30 days, his ratio was up to 34%. That's right. In less than 30 days, he had just doubled his sales, all by making a few minor, but explosive changes in his conversion strategy.
Take a look at your conversion rates. Are they all they could be? Remember, a 10% increase here is a 10% increase in sales and commissions, perhaps more if you are on a tiered schedule. And remember, if you currently have a 30% conversion ration, you only need to increase that to 33% to put 10% more in your pocket.
Look for ways to increase the number of current leads you are converting before looking for more leads. It only makes sense.
Sales Success TipThink You Need More Leads Think Again - To learn more about this author, visit Greg Beverly's Website.
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Almost every sales person I speak with, when discussing their prospects for increasing their sales volume and thus their commissions start with leads. While leads a very important part of increasing sales, I find more often than not, most don't think about or simply ignore finding ways to improve the conversion of the leads they are already getting!
Here's a real life example: One of my personal clients came to me looking to increase sales. He predictably wanted to start with how to get more leads. But before I would let him get into that area, I wanted to understand how well he was doing with his current leads. "What's your current conversion ratio?" I asked. "Well, I'm not sure exactly, but it's probably somewhere around 60-70%," he responded. "Measure it and get back to me in two weeks," I said. He was not happy, but he did as I instructed.
When he had the results, he was crushed. "16%. 16%," he said. "That’s' awful. I can't believe it!" "Actually, that's GREAT," I yelled at him. "How can that possibly be great?" "Ah, we can double, triple, even quadruple 16%!" "Do you know what would happen if you went from 16% to only 32%?" "Double my sales?" "How about to 48%? And that's still not even half!" "That would triple my sales, wouldn't it?"
Within 30 days, his ratio was up to 34%. That's right. In less than 30 days, he had just doubled his sales, all by making a few minor, but explosive changes in his conversion strategy.
Take a look at your conversion rates. Are they all they could be? Remember, a 10% increase here is a 10% increase in sales and commissions, perhaps more if you are on a tiered schedule. And remember, if you currently have a 30% conversion ration, you only need to increase that to 33% to put 10% more in your pocket.
Look for ways to increase the number of current leads you are converting before looking for more leads. It only makes sense.
Sales Success TipThink You Need More Leads Think Again - To learn more about this author, visit Greg Beverly's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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