Sale statistics are quite interesting:
- 80% of sales require 5 follow-up calls
- whereas 48% of salespeople never even make a single follow-up attempt.
How committed are you? How many times do you call potential clients? Do you at least keep record of them in an excel table?
Once, a client called me after five years, wanting to register for my performance course, after hearing my presentation five years earlier. It is evident this occurred when client’s will, time and money all aligned perfectly. Not to mention other potentially present factors (an illness, well-being …) I don’t focus on when announcing new slots every once in a while. For instance, some find weekends inappropriate, then the price seems too high to them, then they aren’t happy about it taking place on-line, then they have an exam to obtain a license to operate boats and because of it can’t attend the afternoon slot which they planned to do for so long.
I, therefore, provide 3 key guidelines:
- keep record of all your clients who get in touch with you (at networking events, through enquiries …) or those who are interested in your product/service for the first time,
- send newsletters, phone them up (you’ll develop a far deeper connection compared to emails), send them useful material,
- be persistent and aim for long-term success.
Since I started with statistics, I might as well conclude with another interesting example: 75% of on-line buyers want to receive between 2-4 phone calls before a company gives up. So, don’t feel like you’re being pushy. If your product is great and you believe in it, we, the buyers will be happy to be reminded of it. We’re all just waiting for the right timing.
If you have energy for yet another sale trick, when receiving enquiries through email, take a minute and read about it. How to sell when you receive an enquiry through email?
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