Howard Olsen, sales coach with High Output Training Systems says that your secret to success in selling begins with prospecting. He can teach you the greatest sales methodology in the world but if you aren’t out there selling, there is absolutely nothing anyone can do for you – except, of course, give you some advice on prospecting.
Selling starts with finding people to help/sell to (i.e. prospecting), so when it comes to prospecting just how much is enough?
I believe that to run a successful company, the role of the sales person, be him the business owner or sales rep, means that he must be spending at least 50% (if not 60%) of his time on sales related activities. That means he is writing ads, calling customers, asking for referrals, having meetings, closing sales, creating new attraction marketing campaigns, etc…
Why that much of his time in sales and prospecting? Let’s examine what your company needs to survive on. It needs sales, revenue, margins, positive cash flow. If insufficient time is spent on bringing in those sales, your company is headed down a one way street to trouble. Big trouble.
Let’s examine what happens when your company has more sales than it can handle (i.e. has a Waiting List!). Then you can charge whatever you want (you can raise your prices), you can grow your company quickly, and most importantly for the entrepreneur, it alleviates stress.
Of course, at some point the business owner needs to go off and be the business owner, so spending 50% of his time won’t help his growth. That’s when he starts thinking about delegating and building his team (more about that in a future post).
Howard has his own take on this, he offers you a formula for how much to prospect using a “simple mathematical extrapolation to arrive at a reasonable number you can generate for yourself” and suggests using a log book to keep track of your conversion ratios. As your conversion ratio’s improve, you can adjust your time allotments between servicing and prospecting.
Would you like to see Howard’s formula and advice on what to do AFTERWARDS? You can do so here http://www.high-output.com/uncategorized/prospecting-how-much-is-enough/
Find out more about Howard and his January 30th the Three Truths of Selling course and details at https://high-output.com/store/products/The-Three-Truths-of-Selling-Vancouver-%252d-Jan-30.html
Regards,
Ronald Lee
Elevated Marketing
info@elevatedmarketing.ca
…follow me on Twitter
Selling starts with finding people to help (i.e. prospecting), so when it comes to prospecting just how much is enough?
I believe that to run a successful company, the role of the sales person, be him the business owner or sales rep, means that he must be spending at least 50% (if not 60%) of his time on sales related activities. That means he is writing ads, calling customers, asking for referrals, having meetings, closing sales, creating new attraction marketing campaigns, etc…
Why that much of his time in sales and prospecting? Let’s examine what your company needs to survive on. It needs sales, revenue, margins, positive cash flow. If insufficient time is spent on bringing in those sales, your company is headed down a one way street to trouble. Big trouble.
Let’s examine what happens when your company has more sales than it can handle (i.e. has a Waiting List!). Then you can charge whatever you want (you can raise your prices), you can grow your company quickly, and most importantly for the entrepreneur, it alleviates stress.
Of course, at some point the business owner needs to go off and be the business owner, so spending 50% of his time won’t help his growth. That’s when he starts thinking about delegating and building his team (more about that in a future post).
Howard has his own take on this, he offers you a formula for how much to prospect using a “simple mathematical extrapolation to arrive at a reasonable number you can generate for yourself” and suggests using a log book to keep track of your conversion ratios. As your conversion ratio’s improve, you can adjust your time allotments between servicing and prospecting.
Would you like to see Howard’s formula and advice on what to do AFTERWARDS? You can do so here http://www.high-output.com/uncategorized/prospecting-how-much-is-enough/
Find out more about Howard and his January 30th the Three Truths of Selling course and details at https://high-output.com/store/products/The-Three-Truths-of-Selling-Vancouver-%252d-Jan-30.html
