Let’s talk about follow up.
Are you following up enough with your ideal clients? Do you have a pipeline of potential leads that you’re not in touch with as often as you should be?
80% of Sales
Eighty percent of sales and of business comes between the fifth and the twelfth contact with your ideal client.
Yet most consultants will attempt their marketing – they’ll use some tactics, they’ll make contact with their ideal clients, they might send an email or even pick up the phone and give a call – but they’ll take one, two, maybe three interactions with the client and if it doesn’t work, if they don’t hear back from that client they give up.
They don’t continue to follow up with that ideal client.
Based on so much research and data, between the fifth and the twelfth contact is where 80% of the business is made.
Every time that you speak with an ideal client, with a potential buyer, whether it’s on the phone or an in-person meeting, make sure that every single time you don’t leave that phone call or leave that meeting without booking or scheduling a next step with that client.
That means that if you’re not being consistent and following up with your ideal clients on a consistent basis, that you’re leaving a lot of money on the table, that you really are letting a lot of opportunities slip through your fingers.
It’s important that you look at right now, are you following up with your ideal clients? Are you doing it consistently?
If you’re not then you want to put a strategy and a structure and a process in place that allows you to follow up with your ideal clients on an ongoing basis, but also to look at your marketing and realize that marketing isn’t just a short term activity.
It’s a long term plan. It’s something that you start and that if you don’t see results from it right away, you don’t stop. You don’t give up. You don’t say, “Oh, this type of marketing doesn’t work,” and just jump to the next hot trendy thing.
The Right Strategy
If you have the right strategy in place – if you don’t that’s a whole different topic – but as long as you do have the right strategy in place you want to work it consistently, just because if you don’t get those results you’re looking for right away doesn’t mean that it’s not going to work.
It simply might mean that you haven’t been consistent enough with it, or you haven’t gone through all the potential followup that is required. Continue Reading