How to think : Sample Space, Experiment, and Event
Before diving into strategies to increase your sales, let’s start with some key probability terms to give you a solid foundation:
Sample Space: This is the set of all possible outcomes of an activity. For example, when making a sales call, the sample space could be: Sale, Send me an email, No, Let me think about it, No, or Answer.
Experiment: This is the action you take, like making a sales call, sending emails, sending DM. Each call,text, DM or email is an experiment with an uncertain outcome.
Event: This is a specific outcome or group of outcomes you’re interested in. For example, the event of making a sale or booking an appointment.
Now that we’ve defined these terms, let’s apply them
Let’s say your goal is to make 20 sales in March, 2025
How to Disproportionately Increase Your Odds of Making 20 Sales
Hitting a sales target can feel overwhelming, but with the right strategies, you can disproportionately increase your odds of success. Let’s break it down step-by-step, including calculations to show how these strategies can transform your results.
Step 1: Start with Your Baseline
Let’s assume your current conversion rate is 10%. This means:
For every 10 calls (your experiment), you make 1 sale (your event).
To make 20 sales, you’d need to make 200 calls.
But what if you could improve your conversion rate? Here’s how:
Step 2: High-Impact Strategies to Boost Your Odds
1. Improve Your Targeting
What it does: By calling the right people (e.g., warm leads or ideal customers), you increase your chances of success.
Impact: Improves conversion rate from 10% to 15%.
New Calculation:
For every 10 calls, you make 1.5 sales.
To make 20 sales, you now need 133 calls (instead of 200).
2. Perfect Your Pitch and offer
What it does: A clear, compelling pitch helps prospects see the value of your product.
Also having a great offer
Impact: Improves conversion rate from 15% to 20%.
New Calculation:
For every 10 calls, you make 2 sales.
To make 20 sales, you now need 100 calls.
3. Handle Objections Effectively
What it does: Addressing concerns turns "no" into "yes."
Impact: Improves conversion rate from 20% to 25%.
New Calculation:
For every 10 calls, you make 2.5 sales.
To make 20 sales, you now need 80 calls.
4. Follow Up
What it does: Many sales happen after multiple follow-ups.
Impact: Converts half of the "maybes," adding another 5% to your conversion rate.
New Calculation:
For every 10 calls, you make 3 sales.
To make 20 sales, you now need 67 calls.
Step 3: Medium- and Low-Impact Strategies
Once you’ve implemented the high-impact strategies, you can further optimize with:
Asking Better Questions: Builds trust and uncovers needs.
Leveraging Social Proof: Adds credibility with testimonials and case studies. Open a google review account and collect testimonials
Increasing Call Volume: Makes more calls to hit your target faster.
Tracking Results: Helps you refine your approach over time.
The Power of Disproportionate Improvement
By focusing on the high-impact strategies, you’ve gone from needing 200 calls to just 67 calls to hit your goal of 20 sales. That’s a 67% reduction in effort for the same result!
Final Plan to Hit 20 Sales
Target: Focus on 67 high-quality leads.
Call Volume: Make 14 calls per day (5 days a week = 67 calls/week).
Conversion Rate: With a 30% conversion rate, you’ll make 20 sales.
Follow-Up: Convert "maybes" into sales with a structured follow-up system.
Conclusion
By improving your targeting, perfecting your pitch, handling objections, and following up, you can disproportionately increase your odds of hitting your sales target. Start with the high-impact strategies, and you’ll see dramatic results. Now go out there and crush your goal!
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