Friday, March 19, 2010

You don't have the time. You don't have a system.



I recently came across these statistics abut how frequently sales people follow up with their prospects. Frankly, the statistics are depressing.


48% of sales people never follow up with their prospects.
25% of sales people make a second contact with their prospect and then stop.
12% of sales people make three contacts with their prospects and then stop.
Only 10% of sales people make more than three contacts with their prospects.

Reading further:

2% of sales are made on the first contact with a prospect.
3% of sales are made on the second contact with a prospect.
5% of sales are made on the third contact with a prospect.
10% of sales are made on the fourth contact with a prospect.
80% of sales are made between the fifth and twelfth contact with a prospect.

If you (or your dealers and resellers) are a part of the 90% who are not adequately staying in touch with prospects, you probably have a myriad of reasons why you are unable to do so. And those reasons are probably not because you don't know that you should. You're probably not following up with prospects because:

You don't have the time. You don't have a system.

As more-and-more marketers now measure ROI for their advertising investment, you may want to find the time and a system to improve your sales follow-up. Doing so over time, it will likely lead to a higher ROI.

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To share common sense lessons learned with 40-plus years experience in marketing, sales and as a B2B publisher.

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I'm really just a "mature" guy picking up experience along the way. If only by osmosis, I've observed what works and what doesn't work under the marketing umbrella -- with 11 years in sales and marketing at Procter & Gamble; 30-plus years in B2B publishing (including three years as a publisher); and 1,000's of calls on every size company starting with the likes of Microsoft and Hewlett-Packard all the way down to small, brash start-ups.

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