“Sales is a numbers game” is on my list of most reviled statements. It’s usually made by someone who has never made a sales call. They believe success comes strictly from quantity and more is better.
Allow me to take the opposite approach.
Instead of (or perhaps in addition to) your current prospecting efforts, I challenge you to identify a small number of high value prospects and get hyper focused on landing an appointment. For example, find a book you believe people might enjoy reading. Deliver that book or stick it in the mail along with a personal, handwritten note. Then, follow up with a phone call. This approach might set you back $30, so choose your prospects wisely.
Doing more is a common sales theme. Doing less but doing better is the opposite approach.
If everyone else is going left, go right.
Do less, better.
