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When I was in sales I'd use historical numbers to figure out what I needed to do.
For example let's say my quota was $10K/mo & my AOV was $1K
Then say my close rate AFTER DEMO was 30%.
& say I get 10% of my cold calls to a demo
I'd use that info to decide the # of calls/day
For example let's say my quota was $10K/mo & my AOV was $1K
Then say my close rate AFTER DEMO was 30%.
& say I get 10% of my cold calls to a demo
I'd use that info to decide the # of calls/day
I needed 10 sales on avg per month to make my quota
10 sales/30% = 33 demos needed to book/month
33 demos/10% = 333 phone calls MINIMUM per month to reach my goals
I'm not in a cold calling role anymore, but I use similar math a lot to help determine what I need to do
10 sales/30% = 33 demos needed to book/month
33 demos/10% = 333 phone calls MINIMUM per month to reach my goals
I'm not in a cold calling role anymore, but I use similar math a lot to help determine what I need to do
If you're just starting out and figuring out what to do & how to win more business, try this out
Knock on doors, cold call businesses
Think of your revenue goal and work back to see what kind of outreach you need to do.
Knock on doors, cold call businesses
Think of your revenue goal and work back to see what kind of outreach you need to do.
It's OK if you don't have the close rate or AOV just yet. First you need to make some sales
Start out with 100 calls/day for a month
This is hard because you'll need to be thoughtful enough with each call to help make your pitch not seem so generic
Start out with 100 calls/day for a month
This is hard because you'll need to be thoughtful enough with each call to help make your pitch not seem so generic
Keep in mind that there is an S-curve in these things
At some point the effectiveness of your custom pitch will plateau with more research
You need to find the balance since your time is valuable here.
At some point the effectiveness of your custom pitch will plateau with more research
You need to find the balance since your time is valuable here.
Let's say you consistently do this, you should have >2,000 calls (incl. follow ups)
And you win 5 new clients for $2500 total. I'd say now it's safe to determine your numbers.
AOV of $500, 400 calls/client
And you win 5 new clients for $2500 total. I'd say now it's safe to determine your numbers.
AOV of $500, 400 calls/client
And say you want to win 3 clients/mo. - based on your numbers, you'll need to make 1200 calls/mo. or ~60 calls/day
That's more manageable
And in the words of my mother: "Practice makes perfect"
That's more manageable
And in the words of my mother: "Practice makes perfect"
The more reps you do, the better you'll become at your pitch
Your new clients will help too
Maybe they won't leave reviews yet to help but as you serve them, you'll have new stories to share with your prospects as you make calls
Your new clients will help too
Maybe they won't leave reviews yet to help but as you serve them, you'll have new stories to share with your prospects as you make calls
If you want to build wealth in your small service business you need to get out in front of people and sell
Sell your services until you have some clients. Do the work & sell your services until you are too busy.
Raise your prices to keep up with demand
Sell your services until you have some clients. Do the work & sell your services until you are too busy.
Raise your prices to keep up with demand
Hire some people to help service customers & sell some more
Eventually you'll have the ability to hire someone to sell for you and you can focus on other parts of growing your business
Sales isn't easy. That's why those guys get paid so much. There's a lot of rejection
Eventually you'll have the ability to hire someone to sell for you and you can focus on other parts of growing your business
Sales isn't easy. That's why those guys get paid so much. There's a lot of rejection
It's a grind making 100 calls/day with 99% rejection. But you keep going to get to "YES"
I promise it's worth it when someone agrees to pay for a service that your company you created & built offers
Sales is hard you'll need to learn how if you want to grow your business
I promise it's worth it when someone agrees to pay for a service that your company you created & built offers
Sales is hard you'll need to learn how if you want to grow your business
