The Fallacy of Playing the Numbers Game

It’s often said that selling is a numbers game – get enough people through the door, make enough presentations, and you’ll get sales. That’s only partially true, and if you rely on it as a strategy, you’ll be disappointed and misled.

If you had 100 (or more) people through your model center who came because of some great promotion but they really weren’t qualified to live in one of your homes or weren’t serious about getting a new home, you’d certainly have plenty of numbers – but you’d have no sales to show for it.

It’s a numbers game in this sense – drive enough qualified and interested people to your site, make enough effective presentations where you showcase what you offer and focus on how you can meet the needs of your customers, ask for the sale, and make strategic plans for continuing contact with them. Then, yes, you will make sales.

But more than anything else, it’s a quality issue rather than one of sheer numbers – the quality of your traffic and the quality of your sales presentation.

* For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.