The Sales Lead ‘Rule of 45’ – Why we should keep calling.
The ‘Rule of 45’ says that 45% of sales leads will turn into sales in the next twelve months and 75% intend to purchase at some point. The catch is that it may not necessarily be us that will get the sale.
Great sales people follow-up until the target ‘buys or dies’ as the old saying goes. If a lead is several months old, there is still an 80% chance that the target has yet to make a purchase.
One last thought – the older the lead, the less likelihood that our competitors are still following through on them. Let them be the ones that give up, not us.
The moral of the story is how, not if we’re going to do this. The operative question is how to stay organized so we don’t forget to call on prospect efficiently and effectively according to a well thought out process again. It’s why 88% of all leads are never followed up on thoroughly. Coldcalling101 users don’t even have to worry about it as our tool (Klpz) is the epitome of the ‘set and forget’ approach to following up on a target. Build that well thought out process (we call them Best Practices) and Klpz won’t let you forget.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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