Is It Worth You Doing It?

Average ratio is 60 to 1 / calls to sales 1 of 10 cold calls leads to prospect appointment
1 of 6 appointments leads to sale


Most experts agree that it takes at least 5 ‘touches’ to finalize 80% of sales. The general statistics go something like this:
- 2% of sales are made on the 1st contact (touch). These are usually people who have already done their research and know exactly what they want;
- 3% of sales are made on the 2nd contact;
- 5% of sales are made on the 3rd contact;
- 10% of sales are made on the 4th contact;
- 80% of sales are made on the 5th contact.


The above are industry standards. So how can you get the odds more in your favor?


First off you need to be aggressive. That does not mean the traditional agressivenss associated with a telemarketer that brow beats you into submission or the classic “Used Car Salesman” idea. If you go in with a multiple touch, multichannel approach you will not cork someone off. How you construct your program will make all the difference on how fast your lead generation program will start producing.


Now while I use telemarketing as the main core of my programs. We also put in place SEO . direct mail, email blasts, social media marketing strategies, blogs, to name a few. In this way we can lower the odds of engagement. And getting a lead from ground zero to happy customer in the shortest amount of time possible, based on your sales cycle, of course.


Larson Notes & Satire: We need sales, we need them now! How many salespeople have hear that cry out of the mouth of their sales manager? What do you do? It’s like a street drag race. Your stopped at a stop sign. Engines poised and ready, the light turns green, you pop the clutch and go………. It can be done but like the drag race it takes a lot of energy to go from ZERO to 60 in 5 seconds.


“HeyLittle Cobra” by the Rip Cords:


Hey, Little Cobra, don't you know
you're gonna to shut 'em down


I took my Cobra down to the track,
hitched to the back of my Cadillac,


Everyone was there just a waiting for me
There were plenty of Stingrays and XKEs,


Spring little Cobra getting ready to strike
Spring Little Cobra with all your might
Spring little Cobra getting ready to strike
Spring Little Cobra with all your might


Hey, Little Cobra, don't you know
you are going to shut them down


When the flag went down, you could hear rubber burn,
The Stingray pulled me going into the turn


I hung a big shift, and I got into high,
When I when I flew by the Stingray, I waved bye bye.


Spring little Cobra getting ready to strike
Spring Little Cobra with all your might
Spring little Cobra getting ready to strike
Spring Little Cobra with all your might


Hey, Little Cobra, Don't you know
you are going to shut 'em down


Around the turn into the straight away
I was blowing off everything that got in my way,


Stingrays and Jags were so far behind
I took my Cobra out of gear and let it coast to the line.

Spring little Cobra getting ready to strike
Spring Little Cobra with all your might
Spring little Cobra getting ready to strike
Spring Little Cobra with all your might


Hey, Little Cobra, Don't you know
you are going to shut 'em down
Shut'em down, shut'em down, shut'em down...


Remember our 3 new programs for 2011
1st is our Virtual Sales Manager Program.
2nd our Sales Function Outsourcing Program
3rd our Virtual Business Consulting Program


Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
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P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.