Did you know that 48% of all sales people never follow up with a prospect and only 25% of all sales people make a second attempt to reach a prospect? This includes your competitors. Imagine your ability to increase your sales, market share and close ratio if this was corrected.
Here is a statistic that is shocking, 12% of sales people make only three stops or contacts. By making an adjustment and holding your sales people accountable and tracking behavior you should increase the bottom line.
When it comes to close ratios 2% of sales are made on the first call, 3% of closed business happens on the second call, 5% of all sales are made on the third call, and 10% of sales are made on the fourth contact.
Did you know 80%of all sales are made on the fifth to the twelfth attempt?
So if you are looking for the secret to closing more sales and profits, increasing your close ratio and market share, just follow up more on good qualified business opportunities.
Qualify your business opportunities so you know what is real and what is not,hang in there and don’t give up. It is far better to follow up until you get a No and not walk away too early thinking it is a No.