Here’s another great tip that came from our marketing workshop yesterday. Make time every day to call on potential customers. They could be former customers, recent quotes, business acquaintances or new leads (someone who has expressed interest in your product or service).
The key is to make calls every day and set a goal for how many you will do each day. Keep the goal realistic. Most of us have plenty of other things to do besides sales calls so our daily call goal should be moderate. Otherwise it probably will not get done.
The number we talked about was six calls every day. And we talked about making phone calls rather than in person visits, since they’re less time-consuming.
Because these are warm leads, your success ratio will be much higher than with cold leads.
Let’s assume your success rate is 10% and your average revenue per customer from this prospecting is $300 annually. Your increase in sales would be about $47,000 annually if you made these calls.
Plug in your own numbers and see how the numbers look. What difference would that make to your bottom line over the next 12 months?