Featured Article
Creating a Sales Revolution
A personal introduction is 79 times more likely to result in a sale than a cold call.
Of course, existing clients are not only the best source of new clients, they are also your best prospects in and of themselves; it's seven times easier to sell to someone who's already bought from you than to a new customer.
We all know an introduction is better, but just how much better may come as a shock. According to Susan Bellows, who spoke to the Family Business Center on October 15, the chances of closing a sale are only 1% on a cold call, 50% on a call with a referral, and 80% or better on a personal introduction. And the very best time to get referrals from your customers is right after they've agreed to buy from you.
So why do so many of us spend so much energy chasing after cold prospects through cold methods?