A sales coach explains why communicating less often with prospects hurts your numbers. Small increases in contact frequency can measurably improve show-up rates and close more deals.
Under communicating, which is where like, it's like one guy going, hey man, don't forget you have a thing in two days time and that's it. Nothing. So like you really got to like find the balance. That's where tracking your show up rates is really important. So like if, if they're, if they're booking in through like a VSL or some sort of video sales at a webinar or something, it's like okay, what, like what communication are they getting? What is the outcome we're looking for? The communication was the frequency and pacing of that and then from there, what's the efficacy of it? And it's like let's make some small tweaks and changes one part at a time. So one thing that I did particularly well when I was like just commissioning, sales repping is I mapped it out from all those, all the steps and then I had my like acceptable tolerances. And every month I focused on one metric. So it was like, okay, I'm going to focus on that one. And then I did a, like, I changed one thing, let it go for a week, changed another thing that I go for a week and then by end of that month I would have like optimized like increase that by a little bit. Okay, now, now what's the lowest performing metric? Okay, I'll go to that.
