Follow up Or Die Your Accountant Will Love You part 1

← Back to Home

It took me over three years to learn why I had been successful and also why I had been failing so bad in sales. It all boiled down to one thing: My ability and determination to Follow-up with prospects and with new customers and associates after their initial introduction to my product line!

Why so long to do a "duh" you might ask? Very simple! My trainers and mentors did not know to Follow-up either! This is part of the reason that salesmen have a very high failure rate. People do not understand marketing and thus the strategic importance of following up on prospects.

Read this statistic about the importance of following up from an association of professional salesmen. Their statistics show that the most sales by far are made from the 5th through the 12th contact! Here is the data they have compiled about on which contact sales are made:

2% of sales are made on the 1st contact

3% of sales are made on the 2nd contact

5% of sales are made on the 3rd contact

10% of sales are made on the 4th contact

80% of sales are made on the 5th-12th contact

Realizing that, don't you think it would be good to go out and learn how to be a good salesman? Your mentors are providing that for you right now so listen up. (They are aren't they? If not, better find a good mentor as going it on your own in any sales business is suicide!) Like in any education process, it is good to go out and READ more about what successful people do in your chosen field to make the success they have. People like Tom Hopkins, Zig Ziegler, Jim Rohn, A. L. Williams and others are all expert salesmen who are now in the training mode of helping others understand the techniques that got them where they are today.

So, back to the statistics. 80% of all sales are made from the 5th through the 12th contact! Wow! Are you beginning to see why your closing rate is so low?