Prospecting Activity Ratio’s

Prospecting refers to the ability to convert a lead into an appointment

What to measure

1. Attempts
2. Contacts
3. Appointments

Definitions

Attempts refers to any effort made to contact the lead regardless of whether the attempt is successful.

Contacts refers to a contact made with a lead. The contact made can be verbal or electronic communication. Contact refers to two way dialogue. The lead responded to you.

Appointments refers to appointments scheduled with a date and time, even if that date and time is right now.

Ratio’s

• What is your ratio of Appointments to contacts. That is, how many contacts do you make in order to be able to schedule an appointment.
• What is your ratio of Attemps to Contacts. That is, how many attempts do you make in order to make a contact with a lead.

Tool: Activity Tracker

You can print the Prospecting Activity Tracker and use it each day to compile your Prospecting List and record your activity. The sheets in the google sheet include

• Template to print for use
• An example of how to complete the Prospecting Activity Tracker
• A definition of the ratio’s that can be determined using the data from the Prospecting Activity Tracker totals and sub totals.

https://docs.google.com/spreadsheets/d/1h71FkIy8PxM7bHHEFWVjsc3uCE6AB35emRInF43hnvg/edit?usp=sharing