How many average cold calls does it generally take to get 2 sales?

Question

They say sales is a numbers game. So if my goal is 2 sales per week, what is a good starting point? I know it takes so many calls to get a certain amount of appointments, and so many appts to get so many sales. Anyone wanna throw some numbers at me or maybe some examples? any help is appreciated.

Answer 1

If you are making cold calls, you would probably be more successful in getting leads by "door knocking" rather than using the phone book.

Too many people have subscribed to the non-soliciting phone service, and legally, you would have to look on a list to see if a number is listed before calling. If the number is there, you shouldn't call.

My experience is this: For every 40 contacts, you should average 10-15 leads. For 10-15 leads you should get 3-5  interviews. For 3-5 interviews, you should make 2-3 sales.

ALWAYS, ALWAYS, ALWAYS ask for referred leads. If you receive 2-3 referred leads from everyone you write, you will have an endless supply of prospects, and not have to cold call anymore, unless you want to. The number of your interview appointments will increase with referred leads.

If you make appointments to do Financial Need Analysis, or your company's total needs selling program, your closing ratio will be higher, because you will be covering total life insurance needs. By providing the FNA, your persistency rate will also be higher.

Hope this helps.

Answer 2

If these "names" are in fact unqualifited prospects, they are really what we'd call "suspects."  From there, depending on if they have a need, have some degree of initial interest and can qualifty (underwriting wise and can purchase the insurance) only then are they a "prospect."

Depending on the product; life / health / financial services have a lower ratio than other lines - P&C for example.  

Average number crunching, for average sale people:

20 to 1:  telephone contacts to appointments

3.5 - 4 to 1:  appointments to closed sales.

Only my opinion and experience.  Of course, your style of cold calling, salesmanship, etc. will alter these numbers either way.

Good luck

Answer 3

20 cold calls equals two appointments equals one sale. If you have a decently qualified and current prospect list.