You Will Jump Ahead of the Crowd by 80% or More
with This One Simple Change
It took me over three years to learn why I had been successful and also why I
had been failing so bad in sales. It all boiled down to one thing: My ability
and determination to follow-up with prospects and with new customers and
associates after their initial introduction to my product line!
Why so long to do a "duh" you might ask? Very simple! My trainers and mentors
did not know to follow-up either! This is part of the reason that salesmen
have a very high failure rate. People do not understand marketing and thus
the strategic importance of following up on prospects.
This statistic shows the importance of following up. This shows that the most
sales by far are made from the 5th through the 12th contact!
2% of sales are made on the 1st contact
3% of sales are made on the 2nd contact
5% of sales are made on the 3rd contact
10% of sales are made on the 4th contact
80% of sales are made on the 5th-12th contact
Realizing that, don't you think it would be good
to go out and learn how to be good at FOLLOW-UP correctly? 80% of all sales
are made from the 5th through the 12th contact! Wow! Are you beginning to see
why your closing rate is so low?
Here is another example of why repeated exposure is important. How many
times a day do you see or hear about Coke or Pepsi? You would think those
companies don't need to advertise; haven't we all made our decision on which
soft drink to buy?
Actually NOT. Repeated exposure to soft drink ads increases your chance of
buying one of those products. Coke and Pepsi would NOT advertise if that were
not the case.
Coke and Pepsi understand the importance of FOLLOW-UP.
Gil Cargill, a former VP Sales from IBM who now is a sales management
consultant provided the following statistics from the Sales & Marketing
Management Institute that are interesting relative to how all buyers identify
and pursue buying plans:
(1) 87% of all leads are never pursued
(2) 45% - 63% of the all leads eventually buy the product or service from
someone
(3) 48% of all sales leads that are pursued are dropped after the first
call/meeting
(4) 80% of all sales close after the fifth contact/meeting (see above)
(6) 73% of sales people do not have a growth plan for their top five
accounts
His main point was that effective business development methods ensure we are
"in front of the customer" when he/she make the sales decision. Tenacity and
planning are more important than eloquence!
Fortunately for you, technology has solved
90% of your follow-up chores. Devices known as autoresponders send out message
campaigns from one to dozens of messages spaced out at intervals you specify.
See
http://www.FredRaley.com/Followup.htm
for the
ones I use. Very low cost and simple to use they work for you 24/7 and keep
the follow-up going in a professional manner.
Remember, if you are not following up between 5 to 12 times with your
prospects, you are losing up to 80% of your potential sales.
That's a LOT OF MONEY for YOU to LOSE.
http://www.FredRaley.com/Followup.htm
has a nice, low cost, easy to use autoresponder. Get it today and automate
your
follow-up chores to increase your sales!
See a complete, integrated marketing system at
http://www.fredraley.com/Postcard2.htm
(Ask me how even your Mom can put audio on
her site to skyrocket her sales.)
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Fred Raley
Author, Trainer, Speaker and
Online Marketing Fanatic
Fred@FredRaley.com
http://www.FredRaley.com
(703) 730-1079
Speaker, Trainer, Author and Network Marketer since April 18, 1999. 24 year Navy career. Five great kids, a great wife and at the half-way point of my life on this earth at age 50. Loving every minute of it!