Did you know?
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
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
(http://kellymarsh.org/follow-up-statistics/)
If your one of the 48% that never follow up the good news is you can only improve. However, according to the above statistics, it may be worse if you only follow up three to four times because now your spending additional time and money but still missing out on those 80% sales that are made between the 5th and 12th contact!
So, what can you do?
The best thing that you can do is make sure you have a systematic approach for your follow up. All of it. The follow up calls, the thank you cards, the direct mail, blogging, etc. If you have a workshop, make sure you include in your planning for the workshop exactly what your going to do for the follow up when your planning the event. For example, block out the next day for your assistant to make phone calls to those people that attended to ensure it gets done. Hands down it’s the most important thing you can do the day after a workshop. Use your Follow Up Focuser … always!
Your Relationship Review Meetings, Hardcopy Newsetter, E-Newsletters, community outreach, thank you cards, blogging and staying present in your social media should all be part of your program and should run turnkey. It will give you the additional traction and bring up those conversion numbers, time and money you've already invested.
Roslyn Drotar
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