165 words
How do you determine which client to call first? Do you call the one who is the nicest? Or do you call the person who will take the shortest time?
Many sales people do not prioritize calls. Prospects should be prioritized by the amount of potential business they represent. The ones who represent the largest amount become "A" prospects. Call these people first. Prospects representing the next level of volume becomes "B's", and the "it would be nice to" calls become "C's." Divide your prospect lead cards using the A, B or C codes.
Divide call-backs this way too. Always return calls, but prioritize the order.
There is a truism that 20% of your clients provide 80% of your sales. Focus your efforts on the top 20%. This is not to say you should forget the other 80%, but call the top 20% more often. (Keep in touch with those 80% because you never know when one will become part of your top 20%.)
© 1996 Morgan Seminar Group
_______________________Rebecca L. Morgan, CSP, is a dynamic speaker and seminarist. She is the author of four books, TurboTime: Maximizing Your Results Through Technology, Calming Upset Customers, Life's Lessons: Insights and Information for a Richer Life, and Professional Selling. For information on her speaking services, books, and tapes contact her at 1440 Newport Ave., San Jose, CA 95125, 408/998-7977, 800/247-9662, fax: 408/998-1742, rebecca@RebeccaMorgan.com, www.RebeccaMorgan.com. Please contact Rebecca for permission to reprint or repost this item.
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