Did you know that 80% of sales are made between the fifth and the twelfth contact with your ideal buyer?
What does that mean if you’re like the majority of consultants, professionals and even salespeople? It means you’re losing sales every month due to weak follow up.
The idea is that you shouldn’t try to answer something you don’t know. Because this provides a great opportunity for you to follow up.
This is true with both emails and phone calls. According to TeleNet and Ovation Sales Group in 2007 it took an average of 3.68 cold calls to reach a prospect. Today it takes 8!
Which is a scary reality because the average sales person only makes 2 attempts to reach a prospect (source: Sirius Decisions).
Here’s how the numbers really break down according to Followupsuccess.com
- 2% of sales are made on the first contact
- 3% 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 want to close more sales you need to follow up. You must be in it for the long-term and not give up if things don’t come together for you right away.
In just a few minutes I’ll share with you proven strategies for your follow up that works well for consultants.
But there is another benefit of follow up…
That other benefit is that buyers that you consistently follow up with buy more from you. These ‘nurtured leads’ make 47% larger purchases than non-nurtured leads says the Annuitas Group.
Follow up isn’t simply for phone calls and emails. Once you meet with a buyer follow up is critical. On average people only do one follow up after a meeting. The Marketing Donut reports that 80% of sales require 5 follow-up to make the sale.
Isn’t it interesting that all of these sources point to 5-12 interactions to make a sale to a buyer?
How many are you doing in your business right now?
Is there room for improvement?
We’ve established the importance of follow up. Now let’s look at 5 strategies you can use improve your follow up and make more consulting sales:
1. Focus on Value
If your follow up sounds like this you’re going to want to make some changes…”Hi Name, hope you are doing well. Just wanted to follow up and check in to see how things are going? Would be great to catch up….blah blah.”
Why doesn’t this work? It’s too general. There’s no REASON for the buyer to engage with you. if they weren’t interested before WHY should they be interested now? You need to focus on the value that your service/product will produce for the buyer. How will it solve their problem or help them to achieve a result they are after? Continue Reading