08.02.07
Follow Up is Key
You’ve heard the numbers…around 81% of all sales typically require five or more contacts with a potential client in order to make them happen. Surprisingly though, over 90% of businesses fail to follow-thru on contacting a potential lead beyond the first inquiry. It makes you wonder why, particularly when we know its a lot easier to sell to someone who has expressed interest in your products or services, then it is to someone who hasn’t even heard of you.
It’s true that it is some times difficult to find that fine balance between staying in their minds and becoming a pest, but the key often lies in designing a schedule. Space out each of your communications by a fixed amount of time. Send each potential customer three to five mailings with a week or more between each. Then, develop some type of tracking system that allows you to keep to that schedule and remind you who has received what.
It may seem like a lot of work, but in the long run, you’ll find that it is more cost effective and less time-consuming then beating the pavement trying to convert cold leads into possibilities.
