This week I had a private mentoring session with Chris who shared some incredible insights with me.
If we don’t get enormous return on that investment then we are muppets. And I prefer not to think of us as muppets (although I do do a pretty mean Miss Piggy to be honest!)
Anyway, he shared some pretty amazing statistics that surprised me.
48% of sales people never follow up with a prospect
This is of course shocking but not surprising.
A friend of mine decided he wanted to take up CrossFit. For those of you who haven’t heard of it, it is yet another fitness craze that has arrived here from across the pond. Those who qualify to train CrossFit have invested £thousands in setting up their gyms. So imagine how surprised he was when he called all 6 of the CrossFit trainers in London near him and NOT A SINGLE ONE called back. NOT ONE!
Why would you start a business and not follow up an incoming enquiry?????
So we continue:
25% of sales people make a second contact and stop
12% of sales people make more than three contacts
“I don’t want to hassle them”
“If they want it they will buy”
Well it seems they won’t….please read on for the most surprising stats of all…
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!!!
Just look at the jump between the fourth and fifth contacts.
In fact I had a great example myself this week. I go to a fantastic networking group in London – it’s a dinner and at every dinner we all get to say what we do to the whole group. I’ve been going for 2 years and have been to about 12 dinners.
At the last event we were invited to actually make a pitch to the group. We had 6 minutes.
I sold £4,500 of consulting, and the promise of more, in what was actually less than 5 minutes – all to people who had met me multiple times.
All of whom are certain that I can help leverage their expertise, are satisfied that my passion for helping them to increase their income and reach to their customers is real, and are excited about my ability to spot the gaps that they can’t spot. All because I have “followed up” multiple times.
So are you doing enough sales follow up?
Or are you leaving money on the table every day of the week?
That reminds me….I’m off to follow up the people who were interested but didn’t commit……
Emma Sargent is a Founder and Director of the Extraordinary Coaching Company and helps experts to create the life they want with a business about what they know and need to share to the world.