Welcome to Module Two, lesson three, measurement and metrics. In this lesson, you'll learn how to track your progress without getting really bogged down in the numbers. We'll learn about what metrics for your sales prospecting success are important. So you know exactly what to track and where to focus on improvement. So what actually matters. In email prospecting, there's a couple things that you should pay attention to.

The first one is open rate. open rate speaks to the effectiveness of your subject line and the timing of when you sent your emails. Click rate speaks to the engagement and interest in what you are saying in your email. Reply rate is what we are aiming for. That's the rate at which people hit reply and respond to you and conversion rate. How many of these people successfully move to the next step in the process?

With leads, we need to track conversion from a lead, which as we discussed, is has a need wants it solved and is ready to move to the next step to an opportunity, which as we discussed is something that has a defined budget, a timeline and a decision maker involved. The amount of people who move from a lead to an opportunity is conversion to opportunity. And then opportunities in that stage we need to track the conversion to customers or what is often called the close rate. What is the rate of people or, or accounts that become opportunities? And what percent of these convert to customer? Another thing that's not actually necessarily always a metric, but you need to track it is how long it takes for an opportunity to convert to a customer There's a lot of ways to enhance this and figure out in what ways you are meaningfully collecting or connecting I'm sorry.

One is if it's an event for example, you want to track RSVP to attendance and attendance conversion to a lead or opportunity at your event. And so finding ways to do so is important whether your event is live or digital. An example of a digital that would be something like a webinar for social media. A lot of the ways to add social media tracking such as pixels and targeting and some CRM such as HUDs HubSpot can even incorporate this for you. Over time, you're gonna get a really big picture of what successful engagement with your prospects and your leads looks like. And this will help you define your future sales playbook.

One of the ways that we want to make sure that you're connecting meaningfully as you build this practice within your company, is also finding multiple points. And multiple ways to connect. I want to finish by talking about the sexy marketing stuff. Do not be seduced by a lot of the sexy, sexy marketing stuff you hear about. You see in blog posts you see on social media, a lot of this stuff gets really down into the weeds. It's very targeted.

It's very advanced. And honestly, some of it is fascinating. But if it's not your thing, you don't need to go there. Forget about what the good conversion rates are, forget about what I should be getting, and just focus on improving what you are already doing before. A great example of this is I felt very, very paralyzed about getting a lot of my marketing out there because I felt that I didn't understand what a good conversion rate on a landing page was. And I didn't know if mine was converting and when I would see sort of easy Big marketing thing saying my landing page converted at 78%, you know, or something like that I'm going, Oh my gosh, mine only converts at 8%.

I might as well just give up. That is not where you want to be. If your landing page is only converting at 8%, try to get it to 10 and then to 415. But don't worry about what is good. Now I do cover a little bit of what's typical and what's normal and what's expected. That way you can benchmark a little bit but I don't want you to think if you are lower than some sexy marketers touting their amazing conversion rate or some you know startup person bragging about how many leads they get that you're doing a bad job because you are definitely not another reason why I wanted to keep this module short.

Metrics and measurement is important. I want you to pay attention but it's a rabbit hole and I do not want to get you bogged down. So just know to pay attention to this stuff. That you're doing really well pay attention to what's working and set yourself up for systems so that you can see what that is and actually know what's working and what's not. We'll see you in the next module.