Clip: From 70 cold calls a day to referral selling

Clip from Episode 30: Getting to #1 Through Personal Relationships – Jelle den Dunnen of Bullhorn:

Sounds like in a lot of ways as the Bullhorn brand has grown in that industry along with your personal brand you’re now at a point where with the network that you have you’re just able to get into enough opportunities and deals which obviously that would I think at some level explain your 64 percent close ratio is when you’re being introduced and you’re being referred that’s a completely different animal. Then when you’re cold calling somebody. Absolutely. Absolutely and that’s definitely been a change of experience. I mean I can remember about six years ago I was doing those 70 calls a day 300 meetings a year all face to face. Driving ninety three thousand kilometers a year just getting out there meeting people. That was so exhausting. And if I look at the ratios from that investment on activities and time versus revenue and performance. It’s a complete different ratio compared to what I experience today. And it’s also way more enjoyable. But in all honesty one cannot live without the other. You need to build up a network. You need to build up a territory and relationship within that territory to kind of be in that sweet spot where you can kind of more think about strategies instead of just creating pipeline. So yeah but it’s definitely a nicer way.

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