#4 - Could it be this simple?

Day #4 of Bob Oros "Dominate your Market" . . .

As you will see in this next installment of Bob's eBook, sales is sales is sales.  It doesn't really matter if you are selling food, books, makeup or tools.  If you don't get out there and see people on a regular, perferably daily, basis, you are probably not going to succeed.

As an Avon Representative it is suggested that you make a point to talk to three new people every day and to get their contact information. 

Imagine that! 

Let's do the math . . . 3 people x 5 days/week = 15 new potential customers x 4 weeks/month = 60 new potential customers per month. 

If you only sold to half of them, 30 customers x $25 (the avg order amount) = $750.00 in sales for the month or $375.00 per 2 week campaign.  You would earn approx. 35%.  $375 x 35% = $131 x 2 campaigns = $262.50 for the month.  That could be your rent payment, a car payment or groceries for the month.

Three new people every single day of the work week - people that could actually help your career! In a year from now you'll have relationships with over 720 new people that are potential “lottery tickets” - and hopefully the interest is mutual. (Meaning - always keep in mind how YOU can help someone, not just how they can help you.)

The thing is, you have to *develop* these relationships. Put them on your A, B, or C list. Stay in touch. Go beyond the introduction, and really get to know these people, what they're looking for in business and life, what they're interested in, and how you can help them.  When you do that, your business will soar!!!

Happy Selling!

Karen Whitney

Could It Be This Simple?
by Bob Oros

A study conducted on the failure of sales people discovered an amazing fact.

Out of 2,347 sales people employed by leading concerns in twenty -seven lines of business during a one year period, 1,482 of them failed before the year ended.

The fact that 63 per cent of the total number failed means that nearly two sales people failed for every one who was successful.

The reasons for this high rate of failure?

97% Lack of industry 37% Discouragement 12% Failure to follow instructions 8% Lack of product knowledge 4% Dishonesty 2% Poor health.

Think about it! 97% of the people who failed simply didn't do the work! And the work is making calls.

Show me a person of average ability who diligently gets out of the door early every morning, makes contact with 10 to 15 customers or potential customers every day and I will show you a person who is destined to succeed.

If you worked as hard on selling as warehouse employees, delivery drivers or meat cutters work at their jobs, your sales would double.

Don't get me wrong. There are plenty of us who know how to put in a good days work. You are most likely one of them. There are plenty of top sales people who know that they paid a price for all the business they have. I know several sales people who are in the five to ten million dollar a year arena. Ask any of them how they are able to sell so much and they will tell you the same thing. They work their tail off! They are hungry and ambitious.

How did we get so soft? When did we start thinking that it wasn't necessary to call on more customers? I think it started when someone came up with what they thought was a satisfactory number of accounts to call on. There is no satisfactory number. You have to call on however many it takes to move x number of cases out of the warehouse. I know a sales rep in Las Vegas who has 6 accounts and sells thirty million dollars a year! I know another rep in Alabama who has 80 accounts and sells six million a year.

The point is each marketing area is unique. Each territory has different circumstances and different types of customers. Each territory has a different competitive situation. If we want to start selling more it may be time to take a look at that number of accounts more closely and make it specific and individual for each sales rep.

www.BobOros.com