Are you aware of these Follow Up Statistics?
McGraw Hill did a study and found those businesses that boosted their marketing and advertising during a recession grew 275% over the 5 years proceeding. However, those businesses that cut back, if they were still in business, only grew 19%.
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
10% of sales people make more than three contacts
Here's how that behavior affects your sales performance...
2% of Sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
Are you committing any of these follow up statistics crimes? If you are, I would recommend automating your follow up by creating a system. If you aren't going to employ a system, then you've got to put more work into it. Either way, if you aren't contacting people again and again and again, you're costing yourself good business. The reality is very few people purchase on first hearing of you.
If you buy into the above stats, 80% of your revenue comes after the fifth contact. It looks like only 3% of sales require only one contact. Ahhhh.... so that's where your money is!! Need more tips for increasing your sales performance? Check out 10 Ultimate No B.S. #MonsterTips to Help You Sell More and Earn More Money NOW!
To your success!
Mark Anthony McCray helps people live on PURPOSE, achieve higher PERFORMANCE and experience true PROSPERITY. Be sure to subscribe to this blog so you don't miss a thing and forward this to a friend if you found it helpful. All material © Copyright, Mark Anthony McCray unless otherwise noted!
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