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Dear ,
I see it all the time.
I consult with entrepreneurs, law firms, brokers, medical practices and lots of other small businesses.
One of the biggest issues they have is converting a lead into a paying customer, client or patient.
My go-to question is:
"After Someone Expresses Interest In Your Product,
How Many Times Do You Follow Up?"
In other words, how many contacts do you make with the prospect?
Almost always, the answer is "once" or "twice."
Well, no wonder you're not closing enough deals!
Here's my advice: When someone raises their hand and expresses interest in what you're offering, keep the contact, communication, follow up, advice going for about half a dozen times (at least).
Why?
Because most business owners quit way too early.
Like I said in the subject line, don't shut your mouth -- keep the dialogue (even if it's a monologue for awhile) going.
Don't give up.
According to InsideSales,
50% of All Sales Are Made After the 5th Contact,
But Most Business Owners Give Up After Only 2
And I've seen other studies say it takes 7 or 8 contacts to make the sale.
So, if you're giving up after only 2 contacts, you're potentially missing an additional 50% of your revenues.
My point today is this: Don't stop after the first or second contact. Keep the communication and contacts going until you truly exhaust the possibilities. Even then, it's worth keeping the communication alive.
Until next time...
If you have any comments, ideas or suggestions, please email me at: nader@copticchamber.com.
