Ban: Celebs, GOP Hopefuls –DeWese
Some of the Hollywood types are not known for their honesty. And, we all know that the politicians are not all that trustworthy. This next exercise requires your complete honesty because, if you lie, you will be lying to yourself.
No Pain, No Gain
This is a 2012 planning exercise.
First, estimate the number of new account prospecting calls you made on a daily basis this year. This is background for your estimate of the number of calls that you expect to make next year.
I want to keep this simple. You can add all the complicating factors you wish.
Now, break down the prospecting calls by month and then weeks within the months. Be sure to factor in any seasonality as it affects your company.
Apply that honesty that I referred to before. Ask yourself: "What percent of my prospects do I convert to customers?" Apply that percentage to the total number of prospects and then multiply the number of customers times the average annualized sales from a new account.
Hang your head in shame if your total dollar sales projections for 2012 are not at least 20 percent greater than they are for 2011.
Keep sending me those sales letters. I have received some real winners. Meanwhile, Happy Holidays and get out there and sell something! PI
About the Author
Harris DeWese is the author of "Now Get Out There and Sell Something" and "The Mañana Man, Books II and III," available at www.piworld.com/bookstore. He is chairman of Compass Capital Partners and also authors the annual "Compass Report." DeWese has completed more than 150 printing company transactions and is viewed as the industry's preeminent deal maker. He can be reached via e-mail at email@example.com