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
