--------------------------------------------------------- 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.

How secret of persistance can help earn high profits as your own Internet Service Provider ISP.

So how do you actually get hundreds of clients to pay you every month for you to host their websites, email services, domain names, and other internet services?

I will reveal secrets in these series of letters.

The principal of persistance seems too obvious, but therein lies secret. It is like laying diamonds all over a parking lot. People would assume they were broken glass because if it was so valuable others would have already picked them up.

I used this secret in my small hometown of Sheridan, Wyoming, (see TimsHomeTownStories.com).

This is how I built a janitorial business in this little town. You will see how these principals can easily be converted to building your own ISP business.

Upon first examination there were many reasons that I could not succeed:

1. With a population of 13,000 people, it would seem my opportunties were limited for building a business.

2. Worse yet my chosen field of business, janitorial, had an abundance of worthy competitors.

3. My competitors were well enforced with uniforms, brand new painted trucks, powerful equipment, and a trained work force for cleaning and marketing, and an extensive advertising budge.

4. There were only 1000 businesses total in Sheridan, Wyoming, and many of those were home based and would not require a janitorial service.

5. We were in middle of a national recession, and it did not seem that 1981 was a good time to start a business.

5. I had no advertising budget, no equipment, very little professional training with cleaning systems and chemicals, no uniforms, a beat up old truck, and $17.00 worth of pop bottles.

This surely was a formula for failure.

But there was one more thing that I had: Persistance.

My plan was to make one index card for every business in town, and then to contact every single business one time per month.

The first time I contacted every business, just by chance I found 3 people unhappy at that moment with their janitorial contractor and decided to give me a try. I found $300.00 per month worth of work.

After contacting businesses I would separate cards into these catagories:

1. Those that I felt would never have use for a janitorial service.

2. Those that already had a janitorial service but did not want to change to a new service.

3. Those that did not have a janitorial service but could probably use one.

4. Those that had a janitorial service but indicated that they may change services in future.