You may well have seen these oft quotes figures before. However, so powerful are they, I think they are worth reviewing:
- 2% of sales are made on the 1st contact
- 3% of sales are made on the 2nd contact
- 5% of sales are made on the 3rd contact
- 10% of sales are made on the 4th contact
80% of sales are made between the 5 – 12th contact
If that shocked you then think about these figures:
- 48% of sales people never follow up a contact, quote, or meeting
- 25% make a follow up call and then give up
- 12% make two follow up calls and then give up
- Only 10% of sales people will make more than 3 follow up approaches
In a nut shell – the sale is awarded to the tenacious, who follow up and follow through….and let’s face it, by the time the intrepid sales person gets to this level then there is MINIMUM COMPETITION….most every other sales person has given up….
The message is simple – keep going. The question is HOW to get to 12 contacts if that is genuinely what it takes?
Typically, the lazy sales person will simply contact with the ‘I’m chasing the quote’ line.
More inventive and proactive sales people may consider alternative routes to touch the prospect:
Sending industry news and information, white papers, items of interest
Make an introduction to another party that you know the prospect wishes to meet
Invites the prospect to lunch, a social event, an industry/educational event
Interacts positively using social media – LinkedIn connection, Twitter etc
Comments positively using social media
All of the above can positively compliment the ‘quote chasing call’ adding depth and breadth to the perceptions that the prospect has of the sales person and their organisation
And before you think that 12 contacts is excessive, but by the time the sales person gets to contact 8, most of the competition have left….
Sure, it’s hard work…. But if it wasn’t you wouldn’t need the sales team would you?
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