A lack of follow-up can kill more businesses than any other factor. We fail to follow up on leads or to stay in touch with current clients and with past clients. I think this causes us to miss out on new sales opportunities, repeat business and referral business.
It's time to do something about these missed opportunities. I looked at solutions as there are many out there. Try some, ask others what are working for them. The point is to do something.
Here are some interesting fact that I found online from several sources:
- 48% of sales people never follow up with a prospect
- 25% of sales people make a second contact and stop
- 12% of sales people only make three contacts and stop
- Only 10% of sales people make more than three 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
These are pretty inspiring arguments for following up. I guess you could say that once or twice is just not enough.
