October 10, 2006

News & Opinion: It's All About Time

By: Sally Haldorson @ 7:10 PM – Filed under: Big Ideas & New Perspectives

Ive never heard anyone say they had so much time in a day that they didnt know how to use it. We do have choices about how to spend our time. Heres the data Ive collected on cold calls: Make 100 dials, talk to 20 people live, set 8-10 appointments, and if youre lucky, close one deal. Now consider referrals. To the person, no one has told me that the conversion rate of prospect to customer is less than 50 percent. Its typically 70 to 90 percent. The time it takes to close the deal collapses, because we are pre-sold, the competition disappears, and the number of calls we make decreases. These are the kind of customers we want all the time. Its all about timehow we spend it and what we get.

Putting in that extra effort. Look at what Sam Parker has to say about a little bit of extra effort on his blog, Just Parker. Sam is one of the founders of Just Sell. If you havent signed up for their daily quotes, be sure to do that right away. Theyre magical!


About Sally Haldorson

Sally Haldorson's job as 800-CEO-READ’s General Manager is to make 800-CEO-READ a great place to work for our employees, and a consistently high-performing customer service organization for our clients, authors, and our partners in the publishing industry. In addition to her General Manager duties ensuring collaboration, integration, and quality, she reads, writes, reviews, curates, and edits for the company. Helping craft The 100 Best Business Books of All Time used parts of both skill sets. Outside of work, she is most likely to be found hitting a tennis ball around or hanging out with her boys (husband, child, dog) at home.