Crush your competition and close more sales by becoming a “Follow-Up Assassin!” One of the biggest marketing non-negotiables to master for increased sales is mastering the art of consistent follow-up! Why? Because consistent follow-up wins!
The formula is simple. Follow-up more than you competition would ever dream of following up with leads and you’ll win the new customer battle every time. Let’s look into the numbers to show you (the smart CEO) what I mean.
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% 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
(Source: Union Square Ventures Website)
If 80% of sales are made after the fifth to twelfth contact, then shouldn’t we build your business around that mind-jarring stat? Of course we should. This simply mean that if you become a “Follow-up Assassin” and make sure your sales process includes deliberate follow-up that you have the best chance to win 80% of the business. That is an income victory in my book.
Furthermore, if 85% of your competition gives up within the first to third contact, then the only thing left to do (based upon the numbers) is to devote real business-brain-power to create the best follow-up plan that reaches deeper than your competition’s lackluster efforts.
The Lead Follow-Up Plan:
Always have at least 5 to 12 on-purpose follow-up touch points with your leads. On average it takes 5 to 12 touches or more before the lead becomes your customer. Consumers make decisions to buy when they feel like it and not when you want them to buy, so it is your job to make sure that you are there when they are ready to make the decision to buy. Not a hard concept.
My suggestion is that you build a sales funnel that removes the thinking involved with follow-up because we know that you will get “busy” and forget to follow-up. Here is how I would do it!
Note: I would hope that from the sales data above that you would put together a follow-up campaign that stretches out to 12 contact points or more because as you see, he or she that follows up the best will win!
CEO Biz Non-Negotiable: Become A Follow-Up Assassin! Your bank account will thank you!
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Jason Palliser has trained real estate investors nationwide for over 13 years on investment financing strategies. Jason has delivered investment financing strategies trainings for leading national educational companies including Donald Trump University, Robert Kyosaki Events, Wealth Intelligence Academy, REI Conferences and many more real estate offices. He has been ranked of the Top 100 loan originators in the United States for closings per year, as noted by Mortgage Originator Magazine.