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:
- Make high value contact with your prospect and LISTEN!
- Follow up
- Keep following up
- Sell
photo by Patrick Haney
May 20th, 2009 at 6:43 pm
Erik:
This is great data! Where did you get it? I’d like to be able to quote it.
Thanks!
Sheridan
June 29th, 2009 at 4:32 pm
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.
July 7th, 2009 at 2:37 pm
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!