Fastest way to double (or triple) your sales growth
Doubling or tripling your sales growth is a big promise. I know.
If you don’t have an effective follow-up process YET, you may be able to do even better than that.
Let me explain.
Here are some statistics you may have heard from the National Sales Executive Association:
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% 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
Now the question is: HOW DO I FOLLOW UP?
Here’s the number 1 reason why most sales people don’t ever follow up: They create 0 relationship with the prospect. They burn the bridge right away by making an offer and creating a high-pressure situation.
High-pressure sales people get burned out and end up with high refunds. They also attract the wrong customers to their business.
You can solve this two ways:
- Fixing the inbound marketing BEFORE you get on the phone with the prospect.
- Contribute to the prospects BEFORE they become a client so they are looking forward to continued conversations.Both of these problems are really one in the same.
I have a former client whose name I won’t mention that took a company from 3 million to 100 million by fixing both of these aspects. This client is an extreme commoditized industry with intense downward price pressure.
Yet they were able to be one of the fastest growing companies in the marketplace.
Fixing the follow-up or pre-contact inbound marketing comes down to answering three questions:
- Can the prospect clearly identify the problem he’s struggling with?
- Has the prospect been able to give a name to his problem?
- Have you proven that your service is the best to solve his problem?
Whoever answers those three questions best in business, WINS.
It’s plain and simple. All of your marketing materials should be centered on answering those 3 questions and building relationships.
Now – Most people go wrong because they’re looking for some manipulative trick to make more sales. Those “tricks” may help a little bit.
Better follow-up is a game changer.
In 2015 and beyond, you need the follow-up to compete in the marketplace.