As I started a sales career years ago, I had sales managers say, “You know sales is a numbers game… you just need to talk to more people and you’ll sell more stuff.”

I always thought that was plain stupid. If I talk to 100 people in 8 hours per day and want to double my sales then the only way I could do that would be to work 16 hours per day.

There had to be a better way. And that is to get the 100 people you talk to to buy from you more often.

In sales, we call this the conversion. In short, the conversion is someone doing something you want.

As sales people, well good sales people do this any way, we  try new approaches with prospective clients. We say new things in new ways with people and see what sticks… see what people respond to.

This process of trying new things and seeing what gets the best result is called conversion rate optimization. It is to see what approach will get more people to do more things more often.

As we market our businesses, and ourselves, for that matter, we are always trying to find the right way to become more successful. The question is, “how do we get more people to buy from us more often?”