If at First You Don't Succeed...
Once is never enough, especially when it comes to selling.
A marketing research specialist from Notre Dame once shared this golden nugget: 44% of salespeople make one phone call to a prospective buyer before giving up; 24% make two calls before moving on; 14% make three calls; and 12% make four calls before calling it quits. That means more than 90% of sales people never make that fifth call. Yet, the same researcher revealed that 60% of buyers don't transact business until they've been contacted a fifth time. In other words, more than 90% of sales people never give themselves a chance at 60% of the business out there!!!
To be successful in sales, you must ask for the business more than once. However, try fresh and novel approaches. When following up for that second, fifth or seventh time, offer your prospects a value-added information that can boost their success rate. Establish yourself as a valuable resource, a sales person with answers and solutions. Maybe motivational speaker Zig Ziglar said it best: "You can have everything in life you want if you just help enough other people get what they want."
So, make those follow up contacts. Remember, 60% of all buyers are wondering why you are not calling them.
Have a GREAT week!
Rob
Robert Rauf
Countrywide Home Loans
Countrywide Bank, FSB
(732) 740-0175 Cell
Building financial security, one home owner at a time
Robert, thanks for the post! It is new information for me, thanks again.
Courtney,
do your self the favor and make the extra call... Here is another scary statistic... the average buyer contacts 17 agents before they buy or sell a home. They are going to remember the agent that follows up. Just dont make the follow ups all in one day!
Robert:
This is a great reminder for those that have a pile of sticky notes on their desks of people they should call, but don't. Thank for the reminder!! I know it doesn't pay to wait!!