This article was orginally written to teach my members how to get ISP clients, but you can use it for almost any business that you are in. --------------------------------------------------------- The magic and science of statistics and sales. ---------------------------------------------------------
when I was on phone as a telemarketer, I discovered something very important.
If I kept my activity regular, that is if I worked same amount of time each day, and if I was in good health, I could come to depend my income upon numbers.
I proved this theory over and over, not only to myself, but having hundreds of telemarketers do same thing.
Each day I would keep track of how many contacts I made. Not calls, contacts.
A contact would be actually speaking with someone that could make a decision.
If you are calling businesses, person answering phone is not always one that can make your decision you need, so that would not count as a contact.
At time, I was able to sell one product for every contacts I made. As time went by, I kept reading books on sales, self motivation, etc. and eventually improved my closing ratio on this same product to 1 sale for every 3.47 contacts.
To have a dependable income, I knew at time what my ratio of sales were for time.
At my peak with this product, I knew that if I wanted to earn $800.00 for week, I had to make 400 presentations each week.
At end of every week, my closing ratio would not vary more than a fraction of a presentation. Some weeks it would be 1 in 3.47 or 3.24 or 3.30. It seldom varied much more than that.
Wouldn't you like to know that when you pick up that phone, and get a no, you are now only 2.24 presentations away from a yes?
HERE ARE IMPORTANT THING TO REMEMBER
I discovered that I could only depend on these numbers if:
1. I was in good health. 2. I put in same amount of activity each day. 3. I kept track of my contacts. 4. I did not worry about day to day ratios, only one that counted was at end of week.
Some days ratio would bounce from 1 to 1 and some days 1 to 10.