In my line of work being consistent and persistent pays off every single time. We always need one more appointment, one more connection, one more prospect, one more sale and one more client. We know how to get in past the gatekeepers and make friends with the powers that be – some think it’s luck, I say it’s determination. How to be effective without being annoying? It’s a niche and like most sales people in order to be good at it you need to be consistent and persistent.
Take a look at these sales statistics:
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
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
So what does this tell you? You may be letting sales slip through your fingers and 10% of sales people are picking those up. Try the tips below to start boosting sales NOW!
- Make a point to be consistent and persistent and see how well that pays off. Keep an organized database or document of prospects, how many times you’ve reached out to them and who you need to continue to contact.
- Are you asking for referrals? 91% of clients say they’ll give a referral but only 11% of sales people ask for a referral. Start asking for referrals now!
- Consider hiring help. Did you know that the average sales person makes 8 dials per hour and prospects for 6.25 hours to set 1 appointment? Wow! That is extremely low by appointment setting standards. We typically make an average of 20 calls per hour and have a goal of prospecting for only 1-2 hours to set 1 appointment.
- Incorporate email marketing. Personalized emails and emails with the recipient’s first name in the subject line get much higher open rates. If you already have an assistant and she’s not incorporating email marketing have her start now. This along with calling will achieve greater appointment setting results.
- Be personable. It may surprise you to know that when you sell – it’s more about tone and less about what you are saying.
No matter what your profession is – there’s always room for improvement.