100 Contacts = 1 Client (1/100 = 1%)

Posted December 16th, 2009

I read somewhere that a sales person has to make 100 client contacts to get one sale. Therefore, a sales person should make 100 contacts as soon as possible. I don’t know if that applies to consulting or not.  Over the past couple of years, I have tracked how many contacts I make with clients and potential clients.

In 2007, approximately 130 contacts yielded five jobs. (5/130 = 3.8%)  In 2008, 161 contacts resulted in six consulting jobs and sales of Dirty Dozen calendars to seven clients. (13/161 = 8%)   In 2009, 434 contacts resulted in three consulting jobs and sales of calendars to eight clients.(11/434 = 2.5%)

This makes me wonder what counts – quantity or quality of contact.  The type of contact is also important.  I can mail cards and letters, send e-mails, make phone calls, and see people in person.   The best way to me is in person, although any method may touch a person.  Of course, the touch may not be effective, and could be counterproductive.

In 2009, I have made speeches and presentations to three pipeline industry groups.  The audience was interested in the topic of pipeline human factors, but that does not mean they need any consulting assistance.  What I always remember is that my purpose is to help people learn and improve performance.  And those audiences ranged in number from 50 to 250.

The key of any human interaction is to serve one another.  If a consultant provides something of value to the client, both will be successful.  If not, the percentage to “sales” to contacts will be less than 1%

This entry was posted on Wednesday, December 16th, 2009 at 5:23 pm and is filed under Observations.