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!)