Follow-up Success
Consider these statistics:
- 48% of salespeople never follow up with a prospect.
- 25% of salespeople make a second contact and stop.
- 12% of salespeople make more than three contacts.
- 2% of sales are made on the first contact.
- 3% 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.
Creating and using a follow-up system that works for you is a guaranteed way to grow your business. In fact, with less than 52% of all salespeople following up with their prospects, you will not only grow your business but also stand out among your peers. And remember, 80% of sales are made in the fifth to twelfth contact. If you are in a market with heavy competition, you can literally eliminate your competitors by simply following up.
Follow-up with Gratitude
There are many ways to follow up with your prospects, and one of my favorites is through gratitude and appreciation. Before dialing, emailing, or writing a note, take a moment to think about your prospect and your last meeting. Is there something you discussed in your last meeting that gave you an idea or helped you in some way? Did you learn something new about how your product or service can help a future prospect or customer? Did your prospect possibly give you a referral or a lead? These are all great examples of how you can follow up with gratitude.
Think about the last time someone expressed gratitude or appreciation toward you. Was it in person, on the phone, via email, or maybe you received an unexpected thank-you card? Think about how this small act of gratitude made you feel. This is the same feeling you create with your prospects when you appreciate them. This feeling creates a stronger relationship with your prospect. By building on your relationship, you are attracting your prospect to convert themselves to the sale or another referral.
Try out following up with gratitude after your next few presentations and see what happens. If you currently do this in your follow-up process, leave a comment and tell me how it is working for you.
From India, Bhimavaram
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127Consider these statistics:
- 48% of salespeople never follow up with a prospect.
- 25% of salespeople make a second contact and stop.
- 12% of salespeople make more than three contacts.
- 2% of sales are made on the first contact.
- 3% 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.
Creating and using a follow-up system that works for you is a guaranteed way to grow your business. In fact, with less than 52% of all salespeople following up with their prospects, you will not only grow your business but also stand out among your peers. And remember, 80% of sales are made in the fifth to twelfth contact. If you are in a market with heavy competition, you can literally eliminate your competitors by simply following up.
Follow-up with Gratitude
There are many ways to follow up with your prospects, and one of my favorites is through gratitude and appreciation. Before dialing, emailing, or writing a note, take a moment to think about your prospect and your last meeting. Is there something you discussed in your last meeting that gave you an idea or helped you in some way? Did you learn something new about how your product or service can help a future prospect or customer? Did your prospect possibly give you a referral or a lead? These are all great examples of how you can follow up with gratitude.
Think about the last time someone expressed gratitude or appreciation toward you. Was it in person, on the phone, via email, or maybe you received an unexpected thank-you card? Think about how this small act of gratitude made you feel. This is the same feeling you create with your prospects when you appreciate them. This feeling creates a stronger relationship with your prospect. By building on your relationship, you are attracting your prospect to convert themselves to the sale or another referral.
Try out following up with gratitude after your next few presentations and see what happens. If you currently do this in your follow-up process, leave a comment and tell me how it is working for you.
From India, Bhimavaram
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