It's a numbers game.

This has been a interesting week for me as I have had a week of sitting around thinking about our new business, literally, because I have been home sick. Fortunately for me, I have an amazing guidance counselor, which I will talk about next week.

As I was given the blow that we did not get the bid for our first account, I was left wondering, "What next?" As I scurried about to try and book a new meeting with a potential client, I was confused as to the next steps I should take. Should I go after market B, C, or D? The deal is I have already put the company and myself 2 weeks behind because I had not realized the numbers game.

With any business that you are in, you have to understand the probability of numbers in lead generations. A good friend of mine, who is an amazing marketing and online research guru (in training), once told me, 'that in order to generate 5 complete sales, you have to think backwards.'

Here is the math he told me, and I did not understand what he meant until this very day. 25 contacts will generate 5 leads, of those 5 leads 2 may request even more information of the two, 1 may ultimately complete the sale. This means that ultimately, if you would like to get 5 complete sales a week, you need to be making at least 100 contacts a week.

Wow, the numbers are staggering, especially when you believe, as I did, that the service or product that you are selling is something that will better the business or person. However, I have learned that people are not necessarily thinking about your business that will better them; rather this is something that will cost them money.

Flash forward to today and my guidance counselor (which I promise I will talk about next time) has explained to me the same thing. I shouldn't expect business to come flocking to me, because I believe I have an honest business that can help people and other businesses.

So take my hard learned lesson that took me two years to grasp. Numbers, it's all in the numbers.


Myron Batsa
Executive Account Manager
BrownSquare