Have you ever followed up with a prospect WAY later than you intended to because life got in the way, only to discover that the month before (or even worse the week before!) they’d signed on with another company or leader?
I know that has happened to me more than once in my 13 years in the industry, and boy does it sting!
And as much as I can replay in my head the events that had me not follow-up on time, it doesn’t change the truth that I didn’t provide enough value to the prospect for them to join my team. I am the one who left the money sitting on the table!
Now on the flip side, because I have an effective follow-up system in place that is an integral part of my plan, I have also had the reverse happen, where someone is a Yes to me while admitting they’d been evaluating another company but hadn’t heard from the person in a while. And boy does that feel great!
Of course it does, it’s a win for both of us! Not only have I demonstrated the leadership that they’re looking for, but they’ve found a home with a team they know they can count on.
Follow up is such a huge competitive advantage that will put you WAY ahead of everyone elsein your field.
Can you believe those 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.
AND……
Only 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 cotact.
10% of sales are made on the 4th contact.
80% of sales are made on 5th-12th contact!!!
Thanks again to Sharon Heibing (aka The Card Lady) of Send Out Cards for sharing those very revealing statistics with me!
I hope these stats really shed some light on just how far ahead of the game you’ll be if you create a system and execute your plan for following up with every single prospect!
Keep in mind that with each contact, you are connecting, adding value to their life, and learning more and more about THEIR needs, wants and desires and how YOU can satisfy them.
With persistence and dedication, you will achieve the results you desire!
If this is something that will be helpful for your team to know or you just want to spread the love, please Retweet to your followers, bookmark or share on facebook.
As you see, the fortune REALLY is in the follow up!
