I / $S= #S
#S X #P/S = #P
#P X #C /P = #C
#C X #A /C= #A
#A / WORKING DAYS = #A/DAY
I / #A = VALUE OF EACH A
You are now to the step that determines the number that guides and directs your days. It is the number that requires moment to moment decision making. The decision that says I am going to hit my number no matter what.
You have determined how many sales contacts you need to make in order to make the required number of presentations necessary to close the number of sales required to hit your income goal. The question is how many attempts to make contact with a prospect is required in order to make that contact. How many dials or texts or emails or facebook messages does it take to make one contact. Do not count email blasts, text campaigns or attempts that are not targeted at a specific prospect in this number. You must know this number and your manager will not be able to help you. You need to live with a sheet that has 4 column headings: Dials, Emails, Text messages, Other. The rows are the working days. You will make a mark for every dial, email, text message and any other contact method used. At the end of each day you total your attempts. If you have 40 attempts in a day & you made 10 contacts then you know that it takes you 4 attempts to make 1 contact. The best number to use is your rolling 30 day total of attempts and contacts. This keeps you with a large enough and current set of results to make your number work.
Attempts require effort and a lot of attempts require a lot of effort. This is where we begin to pay the price for success or as Zig Ziglar said "We enjoy the price of success!". Our two last calculations make this manageable and puts motivation behind the attempts. Take the number of attempts required to make the contacts needed. Now, divide that number by the working days in the time frame you are working with. If it is monthly then the typical number we would use for working days is 20. Take the total number of attempts (#A) and divide it by 20, if you are working on a monthly time frame, that gives you one of the 2 most important numbers in your formula. This is the number of attempts you must make every day to reach your goal. This is your number, it may be 20, 50 or 100 but it is your number. You didn't pull it out of the air it was statistically calculated with your income goal as the target. This number will change as your numbers change and as you improve. It could be that you raise your income goal and because you are improving your skills you won't need to increase your daily attempt number.
The second most important number in the formula is determined by taking your income goal and dividing it by the number of contacts required for that period of time. The best way to do this is to break down your income goal to a monthly income goal. Then take your daily attempt number x the number if working days in the month. Take your income goal and divide it by the number of attempts required in that month. This gives you the value of each attempt to contact you make. This boils it down to the fact that every effective attempt to contact that you make is worth $10, $20, $50 whatever your number is. Don't waste your time or you will be losing money.
Use these 2 numbers to fuel your success. Success is about creating daily habits that work. You now know exactly how many attempts you must make every day to have the success that you desire. No more blowing in the wind or floundering without direction. You also know exactly how much every attempt is worth to you in dollars and cents. What are you waiting on ? Make it happen NOW!!
Expect to Win!
--Jim
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