Radio Sales Café

Happy Friday, everyone!  This week's poll question comes from RSC member Fletcher M. Ford, with Regional Radio Group in Kewanee, IL.

On a typical prospecting day, how many NEW prospects are seen?  Follow-up prospects seen?  And closed prospects seen?

Looking forward to reading your replies!







Have a request for a Friday poll question?  Email me at [email protected]

There is no exact number, it varies with you territory, abilities, and goal. But you can quickly get to the number by doing a simple exercise, go here for the description http://www.sellbetter.ca/content/view/32/110/, and within a few minutes, you will have your number. Tibor Shanto

This is a great re-focus for sales people and managers who only think about "prospecting" when the well starts running dry. For those people using the AIM system (www.inaboxonline.com) they are constantly reminded that they need to "prospect" because that is one of the point functions in weekly activity goals. For the rest of people however, "prospecting (or cold calling) is considered a necessary evil. The AIM system tracks everything. We know the average length of time each salesman takes from "Hello" to a signature on a piece of paper. Our systems also track average dollars sold by a rep at each closing, average closing ration and a bunch more stuff. This way when you want to set a budget, it is a simple matter of saying "I want $X.XX by and the system tells you exactly, based upon your own closing ratios, average sales and amount of time to a sale... how many cold calls you need to make to get started. Then a good sales manager will read the reports and make sure the rep is doing what is needed to make goal. For the over 2000 users of the AIM system, here are some stats: Closing ratio on presentations last 60 days 33.8%. Average time to close a sales from CNA 18 days. I';d tell you average order but because the system is used in large and small markets this number would make no sense. BTW, below is a link on how to avoid cold calling forever. http://www.youtube.com/watch?v=-89wQWjTuLg

I never have "a prospecting day". I try to have a good mix of clients everyday. I try to make 4 good presentations, do 4 service calls, and make a couple of cold calls or prostpecting calls everyday. I just wish the clients were better at following my plan. :-)