Here’s a quick story to show you how most people are working on the wrong problems…
While talking with my mentor we were going through some sales strategies.
Because I admit, I SUCK at face-to-face sales. I always have for the last 10 years and just haven’t really worked on it.
Then while chatting he stopped and said:
“Hold on… What exactly IS your conversion rate????”
“I’m not sure,” I said… “let me figure that out right now…”.
Did some quick additions. Subtracted the no-shows. Pressed divide…
“53%”, I said.
“53%!?!?!”
He asked.
“Dude you don’t have a sales problem you have a lead problem.”
So at the moment, I realized, I was spending the last 2 weeks working on sales when that wasn’t the (real) problem. It’s just that I have a longer sales window/cycle so the math gets lost and I forget that I’m actually converting every other person that shows up on a call, eventually.
So it is with many as it is with me: we focus on the wrong problems.
It’s hard to actually solve problems if you’re focusing on the wrong thing (or diversifying your problem-solving, spreading yourself thin).
Now, regardless of that conversion rate…
I’m still no good at sales calls, yet.
(I still haven’t had my coffee since “Coffee’s for Closers” — Hat tip to the Glengarry Glen Ross movie)
So how do I have a 50% conversion rate and suck at sales…?
It’s in what I do BEFORE, DURING, and AFTER in my marketing.
Marketing can pick up quite a bit of slack for bad phone persuasion.
So a lesson in that?
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Dial in your numbers to figure out the real problems: Lead to appointment (or lead to offers), appt to offers, Offers to contracts, contracts to deals.
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Book a call with me here, to pick up the slack in your lost deals and piled “dead” leads.
Paul do Campo