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Wouldn’t it be nice if everyone bought from you on the first contact? Unfortunately it doesn’t work like that. But that doesn’t mean you won’t make a sale in the future.
Hopefully you’re not like most people and simply give-up after the first objection or ‘no’. People are busy and doing business with you probably isn’t at the top of their list. But that doesn’t mean they aren’t interested. Further a “no” doesn’t mean forever, it just means “no” right now. But if you don’t follow-up, you aren’t able to convert these prospects into customers. By not having a system to follow-up and stay in touch, you could be losing money.
If you knew that after the 12th contact that 80% of your prospects would buy, would you stay in touch? Of course you would. Well, the statistics indicate that 80% of sales are made after the 12th contact. Unfortunately, most people don’t get past the first contact.
Did you know that…
- 48% of sales people never follow up with a prospect.
- 25% of sales people make a second contact and then stop.
- 12% of sales people make only 3 contacts and then stop.
- 10% of sales people make more than 3 contacts.
There are rules for staying in touch. If prospects ask you stop contacting them, you should stop. But most don’t say that. In fact many are happy to continue to get emails, notes and occasional calls just to be kept up-to-date or to hear about great offers.
So how can you stay in touch to generate a future sale? Here are some tips:
1) E-mail newsletter. This is a tried and true method for staying in touch, building credibility and rapport, and getting sales.
2) Make a follow-up appointment. It’s not unusual for someone to not make a decision on the first contact. So set a time to follow up.
3) Pick up the phone and check in.
4) Send notes. Don’t underestimate the power of a handwritten note sent through snail mail. It’s so rare these days that it can make your prospect feel special. There are many reasons to send notes including thank yous, holidays, birthdays and anniversaries, or special occasions. My local assembly man sends notes whenever I or my kids are in the local paper.
To make this all easier, create 12-contact follow up plan that includes a variety of methods and reasons for staying in touch and watch your sales soar.