The Salesby5 Blog

Posted on Tuesday, March 24th, 2009 at 6:46 pm

Economic Stimulus Plan – Part Two

People often get disappointed when they don’t close a sale within the first or second attempt.  Would you be in that category?  Take heart!  Here’s the data on how many  high value contacts/touches it takes per client to make a sale:

  • 2% of all sales are made on the first contact
  • 3% of all sales are made on the second contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the forth contact
  • 80% of all sales are made on the fifth to twelfth contact

So how important is it for you to follow up?

  • 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
  • ONLY 10% OF SALES PEOPLE MAKE MORE THAN THREE CONTACTS!

As you saw yesterday, the new #1 reason to not get the sale is not listening to the prospect.  So here’s what you need to know:

  1. Make high value contact with your prospect and LISTEN!
  2. Follow up
  3. Keep following up
  4. Sell
photo by Patrick Haney

photo by Patrick Haney

3 Responses to “Economic Stimulus Plan – Part Two”

  1. Sheridan Chambers Says:

    Erik:

    This is great data! Where did you get it? I’d like to be able to quote it.

    Thanks!
    Sheridan

  2. I have seen this stat before and it’s always quoted as being from the “National Sales Executive Association” but I have NEVER been able to verify their existence or the legitimacy of this quote and the organization said to have made it. It’s a good quote but it seems there is no real association or research to back it up. I would love to be proven wrong.

  3. Sales by 5 Says:

    Hello Alan! We received the information from Jack Daly. We’ll check in with him and see if he has a source. Thank you for writing!

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