Random musings: The 7 Secrets to Effective Follow Up

Thursday, August 10, 2017

The 7 Secrets to Effective Follow Up - Secret #5 #TBT

This time last year we were getting ready for Jay McHugh to come to the Bay Area and speak to realtors about using SendOutCards. And leading up to that I was running a series of Facebook posts that Mary Swarts had created when Jay had come to Fresno a few months before. Coming up this Saturday, we'll be hearing from another realtor, Jim McCord. But don't worry...we'll be hearing from Jay again in another month!

These statistics are critical to understanding why you may not be seeing the results in your business the way you'd like. Truth time...what are your stats? You don't have to share them here, but it may open your eyes and help you move past your fear/reluctance of following up with your prospects.

What is it worth to you to increase your business by 80%? Is your "why" big enough to reach for this? Do you want to pay off debt? Do you want to save for your children's college fund? Do you want to take your dream vacation, not just once in your lifetime, but whenever, and wherever you want? How hungry are you? How big is your belief that what you represent is the answer to a problem for someone? It is no coincidence that the word "Sales" = "Service" if you reprogram your thoughts that you are not "selling" you are "serving" each person you follow up with then you will be able to increase your reach.

We can help you reduce the number of follow up touches and increase your likelihood of growing your business & customer base.

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

But:

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 through twelfth contact

So, half the sales people are fighting over the same 2% of the marketplace while only 10% of the sales people are reaching a whopping 90% of the marketplace.