Posted By Rieva Lesonsky On June 27, 2012 @ 2:00 pm In Sales | 7 Comments
If you’re like most small business owners, selling is the least favorite part of what you do. What if you knew there was an easy way to make it way more likely that when you call a client or prospect to make a sale, you’d get a call back?
According to a study by Reachable , having a personal connection with a prospect – even an indirect connection, such as a mutual acquaintance or colleague – makes prospects five times more likely to call you back. If you have a direct connection with the prospect, the odds get even better: Your chances of getting a return call increase elevenfold.
To put this another way: For every 1,000 calls you make, only 345 will get returned if you don’t have a connection. But if you do have a connection, 849 calls will be returned. Overall, Reachable found that personal connections increased sales productivity by an incredible 243 percent.
We all know sales is a numbers game, and no one likes making 1,000 calls. But knowing you could get almost all of those 1,000 calls returned makes it a lot more appealing, doesn’t it? So how can you and your sales team create the personal connections that make it easier to make the sale?
Here are four ideas:
Sales  Photo via Shutterstock
Article printed from Small Business Trends: http://smallbiztrends.com
URL to article: http://smallbiztrends.com/2012/06/4-ways-to-increase-your-sales-productivity.html
URLs in this post:
 a study by Reachable: http://www.reachable.com/newsroom/new-research-from-reachable-shows-the-value-of-personal-connections-in-sales-infographic.html
 Sales: http://www.shutterstock.com/pic-101018443/stock-photo-a-road-turning-into-an-arrow-rising-upward-symbolizing-growth-and-improvement-of-sales.html