Wednesday, September 10, 2008

Follow-up is Key to Success

The Fortune is in the Follow-up

But What and How do You do it? Or Have it done unto You?

Here are some key statistics on follow up:

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
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

Being in the marketing business I often have people make the statement to me, “Well when I get some customers I will use your product and service.” Huh?

So I ask….how do you follow up with your prospects? And I get varied answers depending on the business. Sometimes I see this blank look on their face and I know they belong to the 48%.

I relate the selling process to that of dating or the really old fashion term - courting. Now I know things have changed a great deal in regards to dating, but think about it. We want the prospects to notice us, to like us, trust us, like our product or service. How do you do that if it’s not ‘Love at First Site?’

We get blasted with all types of media, print ads, direct mail, emails, and the list goes on for products and services that everyone thinks and knows we need before we know we think we need or want it.

So my question is ….. What do you pay attention to in relation to a salesperson’s follow-up? What gets your attention? Email? Direct Mail – (something that is obliviously a form letter)? Personal Mail? Phone calls?

How do you prefer a salesperson to follow up with you? How do you wish to be courted? How does a salesperson gain your respect and trust?

These are the questions I ponder since I am in the relationship marketing business. My goal is to help businesses build relationships with clients and prospects for a source of endless referrals. So when someone makes the statement “I’ll call you when I get some clients….” Are they saying I don’t have any money to spend on your product or service or they just don’t understand good old fashion ‘courting?’

Happy Courting!
Painted Lady Enterprises
Gifts, Greeting Cards, & Promotional Products
“Helping You and Your Business Look Good”



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