“How many times do I need to follow up someone who I have price presented to? And I don’t want to harass them.”
A common question I’m asked!
Some stats from the US National Sales Executive Association is it appears 48% of sales people never follow up a prospect.
They perform a price presentation get told by the prospect, I need to think about it and they never follow up!
So what happens?
Well 25% of sales people make a second contact and then stop and 12% make three contacts and then stop.
Only 10% make more than three contacts
But here are the kicker stat’s:
- Only 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% are made on the fourth
- and wait for it . . . 80% of sales are made on the fifth to twelfth contact!
We are giving up on our follow up too early!!
If you feel you are harassing them then consider HOW are you following up? If you are not adding value in those contacts THEN you ARE harassing them.
Plan out 12 contacts:
- Plan what mode of contact you will use – call, text, email.
- Plan out what resources you can add to those contacts to add value
And you’ll make sales.
Adding value must relate to what your prospect wants. You want to provide FREE tips to help them achieve their goals.
For example for someone who wants to lose weight, you may have your top 10 breakfast recipes or your favourite 7 low fat snacks.
For a new exerciser, a tip sheet on how to pick the right exercise shoe or how to start an exercise program.
Value add means providing content to your prospects that helps them.
When you know the pain point of your prospect, you add value to them by sending information that helps reduce that pain.
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.