“Your close rate on prospects is 2 of 44, or 4.5 percent.

Let’s discount that by at least 50 percent because you had a

pre-existing relationship with those leads. So let’s say your

close rate on cold leads is roughly 2 percent. That means the

50

BUILT TO SELL

TED’S TIP #8

Track your conversion rate of pipeline

prospects to sales as it will become

essential for an acquirer to accurately

estimate the size of the market opportunity.

approximate market potential for the Five-Step Logo Design

Process, is roughly 2 percent of 58,000, or 1,160 logos. That

assumes one logo per company, which is conservative given

most companies create logos for new divisions and products on

a regular basis. At $10,000 per logo, that’s $11,600,000 in

market potential here in town.

Review: Built to Sell - John Warrilow