Today is a short post – I just received an email with the following statistics in it on successful businesses/salespeople. The truth of the matter is that you will rarely make a sale on the first contact you make with a person.
This means you need to follow up … and then follow up on your follow-ups! And then… follow up again! And the number of touchpoints is pretty stagering – well, I found it staggering!
First, let me define what “touchpoint” means. To me, a touchpoint refers to a specific contact with a prospet. This can be via voicemail, email, or live conversation.
- 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 only make three contacts and then STOP
- Only 10% of salespeople make more than THREE contacts
- 2% of sales are made on the FIRST contact
- 3% 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!
That means that by following up with your pre-enrollees 5-12 times, you are increasing your chances by 80% to enroll them into the business! That’s HUGE!
Today is the PERFECT day to follow up… The big question becomes, “Will you follow up today?” Leave a comment with your answer. Bonus credit if you commit to what you will do TODAY.
very important information for a newbie blogger like me.
Important for newbies and every oldies (is that a thing?)
Those stats are daunting. But you do have to follow up. I’ve always used 7 as the magic number of touchpoints.
So did I! But with the bombardment of messages we receive, we filter out more and more.
I had always heard it takes 7 times for someone to hear something before they buy. Seeing those statistics was an eye-opener! Thanks Paul!
I heard they were going up due to all the ‘noise’ we encounter today.
Great reminder of the importance of following up. May I get out of the 48% club.
Go for it, Ben!
Great advice! Whether it be on my blog, email or website I try to follow up immediately.
Way to go, Martha!
This is definitely an eye-opener. On a personal front I have seen that I almost take 5-7 chances before I nod for something.
Are you getting in front of your audience more than that?