Did you know that:
48% of sales people never follow up
80% of sales are made between the 5th & 12th contact
10% of sales people make 3 or more
These statistics are startling and eye opening. Let’s talk about each one:
Based on the work that I do, I believe that more than 48% of sales people never follow up. One big reason is business card build up. If you don’t know what this is, it’s other people’s business cards sitting on your desk that you’ve done nothing with. This is such a common problem among business people. This stack indicates that you most likely haven’t taken follow up action. I’m going to challenge you to stop going to events, connecting with people and then doing nothing with them. Start following up and get out of the 48%.
I track my contacts very closely because of the business I’m in. I will tell you that I’m spot on with 80% of my sales being made between the 5th & 12th contact. I wish I could tell you it were different, but it’s not.
If 80% of sales are made between the 5th & 12th contact and 90% of people make 2 or less, how much business does that leave for what I call the elite 10%. If you think about it, entry into this elite group only requires your willingness and ability to make 3 or more contacts. Seems like a reasonable way to stand out and increase your chances on getting more business.
To get into the elite 10%, all you need to do is have effective follow up habits and systems that will support multiple follow up contacts.