Some statistics about sales follow up:
80%+ of sales are made between the 5th and 15th contact.
50% of salespeople don’t follow up with a prospect after first contact.
25% of salespeople make a second contact and stop.
15% of salespeople make three contacts and stop.
Only 10% of salespeople make more than three contacts.
High performance in sales is all about building relationships. The role of the salesperson, therefore, is to build relationships with your prospects to the extent that they’re prepared to become a client.
If we summarise the above statistics we see that 80%+ of sales are made between the 5th and 15th contact, yet 50% of salespeople don’t follow up with a prospect after first contact.
It’s all about following up. Each time you have contact with a prospect you’re building the relationship, hopefully for the better. If you’re taking a needs-based approach we say it’s definitely for the better.
So here’s my tip for this month and it’s in 2 parts:
- In any interaction with a prospect get a follow up that’s in your control. So if a prospect tells you they’re busy for the rest of the summer, respond with ‘That’s great I’ll give you a call in September’.
- Always, always, always complete the follow up. Most salespeople don’t, but when you do your prospects will respond positively because you’re doing what you said you would do, and they aren’t used to salespeople following up.
This all sounds obvious, but if it’s this obvious, why don’t we do it?