There
have been some (shocking but actually not surprising) statistics floating
around the net lately, reportedly from the National Sales Executive Association,
that illustrate how important follow-up skills are to sales success:
48% of
sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
Only 10% of sales people make more than three contacts
However…
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
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
Only 10% of sales people make more than three contacts
However…
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
These
statistics don’t mesh very well with the fantasy of being discovered, an overnight
success, or taking the industry by storm, because that’s exactly what those are
– fantasies.
Another way to look at this is through the lens of relationship selling, or RS. One of my favorite commandments of RS is “the product is not the product”, meaning the relationship has to build first and THAT is the product you are working on. People buy from people they like and trust, and a sale is usually the outcome of building a relationship over time – hence the many contacts and the necessity of following up. Your clients have many suppliers to choose from and many variations of a theme will often work for them – but there is only one production slot. Artists say they don’t compete with each other because the art is all unique, but that can be a mistake because you ARE competing for every opportunity to place a design. You want to be the person they think of when they need to fill that spot, and one good way to stay top of mind is to keep working your follow up.
This is very inspiring, thanks so much for posting it.
ReplyDeletegreat article.
ReplyDelete