Here’s an interesting question for you: How much is it costing you to generate one lead?
Here’s another equally interesting question: How many leads do you need to generate to create one sale?
I have spent the past two weeks asking those two questions of friends, colleagues, fellow sales commentators, clients and prospects — in fact, everyone with whom I have come into contact. And do you know what? Nobody really knew the answer. Of course, there were some pretty wild, finger-in-the-air guesses, but not one rock-solid, convincing response that you would bet your children’s inheritance on.
Don’t you find that somewhat alarming?
I do, particularly when there appears to be such a concentrated focus these days on creating new opportunities. No wonder sales departments are viewed with so much suspicion by the “grey men” in finance, they must be totally convinced that we are completely out of control.