One of the things that I work with all of my clients on is their numbers.
It constantly surprises me that people don’t consider their numbers more in their business.
And yet when we dive into their numbers, it’s painfully obvious where the problems lie.
It really is essential to identify how your numbers are affecting your revenue, your expenses and basically your time.
Your business is like a machine – and you have to keep all parts of it running smoothly in order to experience success on any level.
Knowing your numbers is a big part of growing your business … and it’s not as hard as you think!
How many networking events did you go to this week? And how many people did you reach out to? These are your Connections.
How many people did you ASK to have a sales conversation this week? These are your Conversations.
How many said YES?
How many said NO? (and what did you do with them?)
How many people became new clients from those sales conversations? These are your Conversions.
How many didn’t? (and what did you do with them?)
How many clients renew with you after your initial agreement?
How many don’t? (and what do you do with them?)
These are really simple questions – and I bet you might not have even realized that this is math!
Tracking your sales conversations can tell you very quickly whether you are doing enough networking – enough connecting – to bring in new clients.
Many people I talk to think they are networking ‘all the time’ but really aren’t doing it effectively enough to generate more business.
Set up a system to track your activity, and notes about your interaction with people.
It doesn’t have to be fancy – you can use a pen and paper, a spreadsheet, an online program – whatever works for you. But you need to start writing it all down, and tracking what works – so you can do more of it!
Connections -> Conversations -> Conversions.
Some quick math:
Look at your last ten sales conversations. How many of them became new clients? What did you say or do in these conversations to make that happen?
How many people did you ask before you got those 10 sales conversations?
These are the numbers you need to track.
The more people you ask, the more conversations you will get.
The more conversations you have, the more clients you will get.
Know your numbers! It really adds up!
If you need help with your numbers, you might have money blocks. Here are a few more tips to help you get past them.