Today’s advice pertains to service, advice and project-based businesses.
Sales has little to do with what a smooth-talker you are. It’s a numbers game.
Start by learning the language of sales, starting with pipeline. In its simplest form, a pipeline is a spreadsheet.
Pipelines organize sales opportunities into three categories: prospects, leads and deals. Prospects are your entire universe of opportunities—a list of names and email addresses of anyone in your market.
A prospect becomes a lead when he/she says, “yes, I am interested.” Leads become deals when you settle on a price.
You’ll need about 100 prospects to find four leads to close one deal. Yes, that’s a lot of prospects.