You’ve just been introduced to a person who was not only pleased to meet you because you have the chops to take on a hot project that’s on his/her radar screen, but also has the authority to green-light your hire. Oh, happy day!
You’re thrilled to perform the credit card exchange when your newest prospect requires you to make contact to ensure that the both of you can talk specifics. You can almost taste the billable hours, but exactly how excited in case you be? Statistical probability can enable you to put a dollar value on your happiness quotient.
I found this intriguing formula that uses historical data from sales outcomes and statistical probability data, allowing you to calculate the expected value of your next prospect. As has without doubt been reflected within your experience, you will find a randomness to networking and Solopreneur consulting contracts. In your effort to create much-desired predictability and financial security in your life, the Solopreneuer’s objective is always to control variables, positively impact outcomes, win projects and generate revenue.
Let’s say you’re talking to a potential customer regarding a project that you estimate will be worth $ten thousand.00. The operative word is estimate. $10K is the potential value, but it’s not the real value until and unless you or someone else is awarded the project. If no person wins the project, then it’s worth zero.
The project’s worth is impacted by the odds of an effective close. These formula lets you calculate the possible worth of the prospect as well as the project through the various stages from the sales process.
The steps in the sales process and also the values assigned at every step during this process are derived from historical data offered by a big corporate sales force. To refine the precision, identify the steps inside your usual sales process and record the sales success rates each and every stage of the sales process.
I. Identify the steps inside your sales process:
* Invitation to meet and discuss the project
* Initial appointment / discussion of needs and benefits
* Verbal proposal / assessment of needs and benefits
* Invitation to submit written proposal
II. Determine the probability of an excellent outcome at each step:
* Invitation to talk about project 2% success
* Initial appointment / discussion of needs 8% success
* Verbal proposal/ assessment of needs and benefits 25% success
* Invitation to submit written proposal 65% success
III. Calculate the dollar value at each point of the sale for any proposed $10K project
* Invitation to discuss project $ 200.00
* Initial appointment / discussion of needs $ 800.00
* Verbal proposal / assessment of needs and benefits $2,500.00
* Invitation to submit written proposal $6,500.00
Exactly what do the statistics mean? If you are invited to fulfill with the prospect, there exists a 2% possibility of winning the contract at that point. If in that first appointment the prospect launches a discussion in regards to what would or may be needed in terms of project work, you bump as much as an 8% probability of winning the contract. The dollar values tell you just how much the sales process is “worth” at each step that leads approximately signing the contract, if you are able to accomplish this.
If within the conversation, or in a follow-up conversation or email, there is a discussion of project specifics, such as its purpose, needs and benefits, and also the talk centers around the suitability of the rohnfp and expertise to complete the job, then there is a 25% probability that you are awarded the project. Should you be invited to submit a written proposal, your chance of signing the contract advances to 65%.
The key to customizing the outcomes probability formula for your company is keeping detailed records of sales presentations by which to compile your statistics. Here is an additional reason to document your small business transactions to ensure that reliable data is going to be there to help your company planning.