by Richard Nimphie
Oct 18
Four Sources of OTDBs (Opportunities to do Business)
1)Walk-Ins for the first time
*Usually represents 50% of sales, however, should be less given the remainder of OTDB sources
2)Internet OTDB
*Usually not managed well
*Two-way engagement is the key
*At least 50% should result in appointments
*At least 65% of appointments should show
3)Phone-up OTDB
*Usually not tracked well
*People are ready to buy, now, where?
*At least 50% of appointments should show
4)Salesperson-generated OTDB
*Referrals
*Be-backs
*Repeat buyers
*Service customers
*Prospecting (not a dirty word!)
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When you ask your sales managers how many opportunities they had in a day, do they still simply refer to walk-ins?
by Richard Nimphie
Oct 18
Four Sources of OTDBs (Opportunities to do Business)
1)Walk-Ins for the first time
*Usually represents 50% of sales, however, should be less given the remainder of OTDB sources
2)Internet OTDB
*Usually not managed well
*Two-way engagement is the key
*At least 50% should result in appointments
*At least 65% of appointments should show
3)Phone-up OTDB
*Usually not tracked well
*People are ready to buy, now, where?
*At least 50% should result in appointments
*At least 50% of appointments should show
4)Salesperson-generated OTDB
*Referrals
*Be-backs
*Repeat buyers
*Service customers
*Prospecting (not a dirty word!)