50/5/0.5
I want to thank my friend John Lund with Offwire for reminding me of the importance of having a committed and disciplined sales process to compliment any marketing strategy. With his help, I began my 50/5/0.5 program today. Here's how it goes.
50 calls/day first thing in the morning. Must be live calls to a prospective client. Must engage the prospect and move the sale forward. Desired length of call is 1 minute on average. Have a clear action in mind when you start the call and drive to that action item. Do not do anything else that day until your 50 calls are complete.
5 face to face engagements/day with qualified prospects, referral partner, or strategic vendor or employee. Focus on building relationships, finding out their needs, and generating business together. If face to face doesn't work in your business, than it needs to be qualty phone or webinar time. The goal is to get an order from a prospect, an appointment with a lead from a referral partner, or tangibly enhance your business profitabilty with key employee or vendor.
0.5 conversion. Convert 50% of your calls to your action goal and 50% of your engagments into sales. How do you get 2.5 sales? You don't you get 3!
So, today i made a point to call 50 Realtors to tell them about Ubertor and ask for permission to email information to them and send them a link to our weekly webinar. I had 42 commitments for an email to be sent. I met with 1 referral partner for coffee in the AM that sent me a lead I was able to meet with later in the day. I met with that lead and made a sale. I met with another referral partner later in the day but made no appointments or received any leads. I sold a prospect in the afternoon that I met with and I didn't get my 4th face to face, but worked online with my website vendor on ways to enhance our offerings to clients. Between the calls and the engagements, I was way over 50%!
Let's see if I can do it again tomorrow! 50/5/0.5