Posted by Roslyn Drotar, Personal Account Manager
INTEGRITY MARKETING SOLUTIONS
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
If you're one of the 48% that never follow up, the good news is you can only improve. It’s horrible, but according to the statistics, its worse if you only follow up three to four times because at that level you're spending time and money on follow up and then 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, etc. If you have a workshop, make sure you include when you're planning the event, exactly what you're going to do for the follow up. Whose going to what, and by when. 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.
If you’re an Essential Attorney™ we’ve got you covered with a systematic approach to help you reach that 5th - 12th contact. Your Hardcopy Newsetter, E-Newsletters, blogging and staying present in your social media (with your blog content) are all part of your program and run turnkey. Wasn’t that easy? Done! You’ve just given yourself some traction and brought up those follow up numbers to help generate revenue. All you've got to do is keep your Newsletter and E-Newsletter lists updated and post the content we provide to your blog. And now that pipeline that you're filling up is turning into a revenue money making machine! Let us know how we can help build your lists and support your blogging efforts. We can help you stay top of mind and turn those leads into revenue.