80% of sales people don’t do this.
It’s one of the glaring reasons why our businesses plateau or even fail to gain any steam.
Follow-up.
You know, that thing we should all be doing after that first, fifth or ninth phone call. Follow-up.
Sure. I hear you. You don’t want to “bother them” with another call. You don’t want to be a “pest.”
But has anyone ever said you were bothering them? Has anyone ever called you a pest?
No…because you’re not! Get those thoughts out of your head.
I want you, instead, to recognize how prospects behave, and a recent study will cast very interesting light on follow-up.
A recent lead conversion study found some interesting statistics about people who make contact with a company for information and what happens when they do.
The study found just over half of the people who inquire about something will buy what they inquire about within the next 18 months.
The study found that only 15% of them will buy in the first 90 days. 85% of the buyers buy in more than 90 days.
So if you fail to follow up, you’re leaving as much as 85% of your opportunities on the floor. And you’re not bothering them or being a pest. That’s just something you’ve made up. You’re solving their problem.
What would happen to your business if you close most of that 85%? Well, you’d be pretty happy and a whole lot more successful.
And you’re not willing to follow-up for what reason???
Oh, by the way…for all of these reasons…this is no longer my weakness.