800-CEO-READ Blog

It's All About Time

I’ve never heard anyone say they had so much time in a day that they didn’t know how to use it. We do have choices about how to spend our time. Here’s the data I’ve collected on cold calls: Make 100 dials, talk to 20 people live, set 8-10 appointments, and if you’re lucky, close one deal. Now consider referrals. To the person, no one has told me that the conversion rate of prospect to customer is less than 50 percent. It’s typically 70 to 90 percent. The time it takes to close the deal collapses, because we are pre-sold, the competition disappears, and the number of calls we make decreases. These are the kind of customers we want all the time. It’s all about time—how we spend it and what we get.

Putting in that extra effort. Look at what Sam Parker has to say about a little bit of extra effort on his blog, Just Parker. Sam is one of the founders of Just Sell. If you haven’t signed up for their daily quotes, be sure to do that right away. They’re magical!