CE Pro May 2021 - 52

HTA CERTIFIED INTEGRATOR ELECTRONIC CONCEPTS

OPERATIONS | Sales

Lose the
Leads
Mentality &
Focus on
Closing

Understand why close percentage
is the most important metric in
determining your company's
success, and how you can
work on increasing it.
By Eric Thies

Among sales myths to overcome is that while clients care
about price, it is not everything when it comes to earning
their business for premium solutions.

I LOVE TO TALK BUSINESS with my buddies in the
industry. I am part of The Guild, Azione and the Home
Technology Association (HTA Certified) so I am fortunate to
be friends with a lot of successful integrators that are always
making me smarter.
Being a curious person (some would say nosy) doesn't hurt
either. I am typically not afraid to ask a lot of questions and
skip right past the small talk.
One of the stats I like to discuss is the close percentage.
I am curious as to how many proposals my peers need to
generate to get a closed sale. I can say that the bigger the ego
of the person I am talking to equates to a response that has
a higher number. The big ego guys always tell me they have a
" 90% " close ratio - meaning if they create 10 proposals, nine
of them turn into sales. The " cup half empty " guys typically
say " 20%, " which is also probably not true. I am not saying my
pals are lying, but I think they are not properly tracking this
statistic. And they should be!
Now if I interviewed 100 integrators and asked, " What is
more important - increasing your incoming leads or increasing your closing percentage? " I bet 99 would respond " increas-

52  |  CE Pro May 2021	cepro.com

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CE Pro May 2021

Table of Contents for the Digital Edition of CE Pro May 2021

CE Pro May 2021 - Presentation
CE Pro May 2021 - Cover1
CE Pro May 2021 - Cover2
CE Pro May 2021 - 1
CE Pro May 2021 - 2
CE Pro May 2021 - 3
CE Pro May 2021 - 4
CE Pro May 2021 - 5
CE Pro May 2021 - 6
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CE Pro May 2021 - Cover3
CE Pro May 2021 - Cover4
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