What is your close rate from meeting to sale?

3 replies
Hi guys,

I was just curious in knowing your close rate from meeting to sale...


There is always talk of close rate or conversion rate of calls to meetings booked...but id really like to know what your close rates/conversation rates are from meetings to actual sales...

I know the results differ wildly depending on the skills/experience of the sales person, the product/service offering, quality of leads ect...but just an average to get a rough idea would be interesting..

Look forward to your replies....
#close #meeting #rate #sale
  • Profile picture of the author Claude Whitacre
    It hovers right at 80%.

    But let me say several things about that.

    1) Salespeople almost universally lie about their closing rate. It's like talking about sexual prowess, and lots of exaggeration takes place. Egos are involved. That being said...80% is real. It's been a little higher..a little lower.

    2) I only present to people that have shown a serious interest.

    3) I only present to people who know who I am, and see me as an expert already.

    4) Nearly all my prospects come from an audience when I'm speaking to their group. They already see me as an author and minor celebrity.

    In fact, what amazes me, is that I somehow convince 20% to not buy from me. For a few months, my closing was at 93%. I've closed 16 in a row (in individual interviews). And we aren't talking about a $500 website either.

    It's close to $10,000 the first year. I only have one package, one service, and I sell it.

    Now, the figures change dramatically when I'm cold calling. If I walk into a business, and they agree to talk to me? Maybe 40%. And that's if I complete the presentation. If you include the times I decide it isn't going anywhere and just stop? Maybe 25%.

    Referrals are at about 80% too. But I know a lot about them (and have a strong recommendation) before I ever see them.

    The key is, what do they learn, see, hear, about you before you see them? That's at least half of selling. At least in my experience.

    I wish I knew this 30 years ago.
    {{ DiscussionBoard.errors[8548368].message }}
    • Profile picture of the author GeorgeO7
      Originally Posted by Claude Whitacre View Post

      It hovers right at 80%.

      1) 80% is real. It's been a little higher..a little lower.

      2) I only present to people that have shown a serious interest.

      3) I only present to people who know who I am, and see me as an expert already.

      4) Nearly all my prospects come from networking, in particular, BNI and The Chamber. They see me as a local marketing expert.

      Referrals are at about 80% too. But I know a lot about them (and have a strong recommendation) before I ever see them.

      The key is, what do they learn, see, hear, about you before you see them? That's at least half of selling. So true.
      My experience mimics Claudes in many ways.

      I do not cold call. Most new clients are referrals from BNI or previous clients.

      I have been working in this community 5 years, population 25,000. 4 leads and 4 sales this past week, 7K+ =3 websites and 1 mobile site.

      Senior Care... Hair Salon... Pet Store and a Chiropractor that want their site mobilized.

      Deliver results and prospects will be chasing you.
      {{ DiscussionBoard.errors[8548842].message }}
  • Profile picture of the author Jason Kanigan
    Claude's 4 factors in the setup are critical. Look at how he sets up the prospect to see him as an authority; it's done in a group environment so they see other people reacting as well; and he only presents to those who are really interested--have real need--are QUALIFIED.

    The mistake people almost always make is presenting as soon as they can, to unqualified prospects. All you are doing is setting yourself up for some serious rejection if you do that. Whether you're talking with a group or an individual, this is key.
    {{ DiscussionBoard.errors[8548449].message }}

Trending Topics