Here are some food for thought sales stats.
40% of salespeople never follow up with a prospect
25 % of salespeople make a second contact and stop
12% of salespeople only make 3 contacts and stop
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Only 10% of salespeople make more that 3 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
So, most sales occur from consistent follow-up, yet most salespeople do not follow up consistently.
Why is this? Well, it takes work and organisation in the first place. And if the salesperson is looking to achieve their monthly target then they will likely take the new fresh leads and run through them, try to contact a prospect a couple of times in order to quickly get the “low hanging fruit” sales – and after that be asking for a new fresh batch of leads.
So how can this be fixed? Let marketing and sales automation do the grunt work – let software automatically follow up and make the “contacts” on behalf of the salesperson. Let the software bubble to the surface the prospects who have been nurtured sufficiently by follow-up that they are now ready to talk to the salesperson.
If you would like to learn more about how Keap (my marketing and sales automation software of choice) could transform the results from your sales team then I would be delighted to have a chat – you can schedule a short initial discovery call here.
Julian
Andy McPhilbin – Domestic & Commercial Water Filtration
To take your business to the next level then I suggest you speak with Julian…
“Finding Julian was a revelation. He was able to come into our business, review our processes and automated much of the business thus increasing our sales and saving me time too. For instance Julian was not only able to create the email marketing but also set up the CRM and sales pipeline so that the sales team could easily and efficiently manage the sales process right through from initial web or phone enquiry through to the sale and installation, and ultimately asking delighted customers to refer us to friends and family. In the old days sales slipped through our fingers because of lack of follow up, now the system takes care of this and ensures no prospects “fall between the cracks”.
He was even able to automate so that following an initial on-site consultation the system produces and sends a quote by email and in via the ‘smail mail’ post and it even creates a detailed Job Sheet for my fitters.
What I now have is a CRM/ Automated sales and marketing system that has dramatically improved sales and saves me time too. But that is not all, with the system Julian has created it enables my business to be scaled up. I do not see this system as a cost, rather it is an asset that has increased the value of the business.
If you are a UK based water softener dealer and want to take your business to the next level then I suggest you speak with Julian.”
Andy McPhilbin
Andy McPhilbin - Aqua Concepts
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