How to increase your sales and fill your sales pipeline with a simple 13 new calls a day.
How would you like to keep a steady flow of opportunities coming in to fill your sales pipeline with all the other sales activities you have going on?
The single biggest challenge many sales people have is being consistent with their sales prospecting efforts to create enough opportunities that will allow them to achieve their goals.
There are a couple of different methods to keeping a steady flow of deals coming in, but let me share with you one, regardless of your sales experience, or the resources you have available, that you can apply to your business and benefit from.
But first, let me ask you this? How would 3,000 to 6,000 new prospect calls impact your business? Would that provide you with enough new opportunities to achieve your sales goals?
When you think about that number, it might seem overwhelming, but I can tell you from experience and coaching many others, that it’s very realistic and I’ll show you how to break it down to a small number that is manageable.
The ability to focus and effectively balance your sales activities between bringing in new opportunities and servicing existing customers is important to your sales success.
But it doesn’t need to be complicated. In fact, the better you can manage your sales activities, and focus on activities that will generate you the greatest results, will make sales easier and more rewarding for you.
To keep a steady flow of deals coming in requires you to be making new contacts, to find new opportunities, which requires prospecting. One of my favorite prospecting methods is sales calls, especially for busy sales people, because it’s an efficient way to reach out to new potential customers. It doesn’t need to be an overwhelming, unrealistic call volume that you might be thinking.
Depending on the industry you are in, and the product or service you are selling, your call goal might not be the correct number to get the most out of your efforts. I have found if the number of calls is not set at a sustainable level, considering you have other necessary sales activities, then you are setting yourself up for disappointing sales.
So. here’s an easy formula for increasing your sales without being overwhelmed.
First, don’t think of your goal as a weekly goal. Break it down to a daily goal which is smaller. So, when you think about making new calls you’re not thinking hundreds of calls, you’re thinking a smaller more realistic number that is not overwhelming.
I have a number that I like to start with that is sustainable and will work for many businesses. But it’s important you do your homework and calculate what is right for you and the sales goals you want to achieve.
Here’s how simple it is, if you make 13 new calls a day that is 65 per week which is 3,380 new calls per year. The key is consistency and making a daily habit to make a few prospecting calls to keep new opportunities coming into your sales pipeline.
How would that change your business?
And, if you have more bandwidth in your day then you could bump it up to 26 calls a day which is 130 calls a week or 6,670 calls a year.
Here’s what’s most important. Pick a number that is realistic considering the other sales activities you have and make it a daily goal and stick with it. It’s doing little things each day, over the course of a year that will make the biggest impact.
The reason a daily habit is key, compared to making calls one or two days a week, is it becomes a bigger number and a bigger task. It’s easier to make 13 calls than it is to make 65. When you are faced with a bigger call number it can trigger sales reluctance which is the enemy for sales people. If you find yourself in that position good chances are; you’ll put the calls off and it will never happen. And you are not alone, this is a challenge that many sales people are faced with.
Adjust the daily sales call number to meet your sales needs based upon your business and make it a goal to hit every day.
I want to hear from you. Would 3,000 to 6,000 calls increase your sales and change your business? Let me know.
Be sure to check out my other blog article where I show you how to calculate your sales conversion ratio and how many deals you need to target to achieve your sales goal. You definitely want to check it out!
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Have an awesome day!
The Focus Guy
Check out the video version of this blog.