The pyramid represents the typical interest level of any given prospect pool. We’ve found these statistics to hold true regardless of market space, product or service. Let’s start at the bottom of the pyramid, roughly 30% of the prospects will have no interest in meeting with you, for whatever reason, and will give us a hard no.
Moving to the top of the pyramid, roughly 10% of the prospects are either in the market for your product or service or are open to looking at an alternative to what they’re doing now. This is great news, however, sometimes these opportunities can be very competitive and you might suffer some margin erosion to win the business.
Now let’s look at what we call the CENTER 60. These companies represent the lion’s share of the prospects in a raw database. These are businesses that either don’t think that they need to make a change or simply haven’t given it any thought. To be effective in this space you need a more professional, sales centric, lead nurturing approach. Most telemarketing companies will burn through a database and are very ineffective within the Center 60. Appointments made in this space aren’t usually made on the first call. They often require multiple calls, voicemail and email strategies and relationship building. This is what you get when you choose the Sales Prospecting Group.