When the close rate is high, traffic is up

This is an interesting insight via GrokDotCom:

Roy Williams, the Wizard of Ads, shares a brilliant insight from one of his fastest growing retail clients today in his Monday Morning Memo:

I asked, “How is traffic trending? Are we ahead of last year?”

“Roy, I don’t measure traffic.”

“You’re kidding.”

“Last week one of my salespeople made 63 sales
presentations and closed only 24 of them. That tells me 39 people
bought somewhere else. And right now they’re telling all their friends
why they bought where they did. They’re showing off their purchases and
explaining why they didn’t buy from us.”

“Good point.”

“That salesperson is no longer with us.”

“You’re really serious about this.”

Today’s close rate is the most reliable indicator of tomorrow’s traffic. When close rate is high, traffic increases. When close rate begins to slide, traffic soon begins to slide as well.”

Technorati Tags: , , ,

Powered by ScribeFire.

Leave a Reply

Your email address will not be published. Required fields are marked *