When you think of critical business numbers, most jump immediately to the sales and the profit.

Great…   but understand that these numbers are the result of actions and activities (sales) that form your business. There are some other numbers that drive your business. Mastery of these numbers will allow you to oversee your business result and to drive forward.

There are 5 core numbers. In this article, we deal with the first 2…

Prospects ..(leads),

How many people call your business each day, come in the door, email or contact you. Just get the number, at this point do not try to qualify these, good or bad etc. Numbers never lie.

This information will allow you to plan the factors that affect response and success, like staff numbers, promotions. It will tell you what factors impact your number of prospects like weather, time of day, traffic etc. allowing you to adjust your response to these factors, improving conversion to clients…

To increase this number, what do you have to do? There are hundreds of advertising, marketing and energetic strategies you could adopt.

The more accurate this base number, the easier it is to track all your marketing and business building efforts. Measure it, and you can manage it.,

Conversion rate.

A simple math equation: Number of new clients. / Number of prospects

SO if  80 people come through the door or call you etc. and you do 16 customer transactions….. 16/80 =2  or 20%…EASY

The quickest ways to turbocharge business growth is to understand the reasons the other 60 prospects did not buy.

DON’T get side-tracked into the deep abyss that is “ It is price”. DON’T GO THERE! While it may be true that a very few prospects are totally price driven. Most buying and business decisions are based on Trust and Value

What do you do to initiate, develop and grow trust? Some simple stuff!! How do you define your VALUE.!

Most successful business teams wear branded attire and name badges. We (clients), then know they are part of the team and who they are (TRUST). How the phone is answered, how emails are worded, use of testimonials etc. There are thousands of opportunities to build trust. The more it is done between you and your prospect the higher the chance of you doing business. Lifting the conversion rate can be as easy as answering the phone well and returning calls.

ABOUT VALUE… Watch this space next month…

Give 5 minutes thought to 5 things you could do better with your incoming opportunities and email me at [email protected]  and I will send you a list of  30-40 ideas.