The best goals are realistic, yet challenging. When you reach a goal you’re proud of what you accomplished. To decide if a goal is realistic, answer these questions and use the information as a guide.
- How much did you sell in 2012?
- How much do you want to sell in 2013?
- Who were your customers in 2012?
- How much did they buy?
- How much do you project them to buy in 2013?
- Estimate the gap. Goal-Total Sales Projected for 2013 from Current Customers=New Business
- What does the average customer buy in the first year?
- How many new customers do you need to reach your goal? New Business ÷ Average Value of a New Customer = No. of New Customers
- Based on past experience, how many prospects do you need to talk to in order to get a customer? That is how many people you need to load into the top of the funnel, qualify and convert.
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