It took me more than three years to know why I was successful and why I failed to make a bad deal. Read this statistic about the importance of chasing from the Professional Salesman Association.
It's tough. :
Follow-up sales
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It took me more than three years to know why I was successful and why I failed to make a bad deal. It all boils down to one thing: my ability and follow-up prospects and determination with new customers and associates after my first introduction to my product line!
Please let me know if there is a person who is detailed "duh". Very easy! My trainers and advisors did not know about follow-up! This is part of why salespeople have very high failure rates. People do not understand the strategic importance of marketing and thus the following prospects.
Read this statistic about the importance of chasing from the Professional Salesman Association. According to the statistics, the 5th, 12th from the best-seller! The data for contact sales was as follows:
2% of the sale will be made at the first contact
3% of sales will be done on the second contact
5% of sales will be done at the third contact
10% of sales will be done at the 4th contact
80% of sales are made at the 5th 12th contact
Do you think it's good to realize it, go out and learn how to be a good salesman? Your adviser is offering it to you now so listen. (They aren't they? As a better mentor, ask yourself in the sale business now!) Like any educational process, your chosen people to make the success that successful people have You'll read more about what you do in the field Tom-Hopkins, Jig-Ziegler, Jim-Lone, AL Williams and all other other training modes Now with the expert salesman, those today Help others understand the technology they got.
So, back to the statistics. 80% of all sales are made by the 5th to 12th contacts! Wow! Are you starting to see why your closing price is so low?
Gil Cargill, a former Vice President of IBM, is now a Sales Management Consultant, and is interested in how all buyers identify and pursue purchasing plans:
(1) 87% of all lead is never pursued
(2) 45%-63% of all lead eventually buy products or services from someone
(3) 48% of all sales leads being pursued will be deleted after the first call / meeting
(4) 80 of all business closing after the end of the business talk
(5) 73% of sales do not have top five account growth plans
His main point was to ensure that we have an effective business development method "in front of the customer" when he / she makes a sales decision. Persistence and planning are more important than eloquence!
Here is another example of why repeated exposure is important. How many times have you seen or heard Coca-Cola, McDonald's or Pepsi? I know that I'm spreading out from going statistically, because of cancer votes, dozens of more than one merchandiser. Hear the coke ads, see them on the billboards, see those magazines, TV, radio, and on.
why? It is a favorite coke that you already know. This is a place you already know. You already know the cost. Why does Coke pay millions for advertising costs each month? One reason and one reason only: you are more likely to crave it, so as often as you keep cola in your mind, but they are as frequent as you humanize possible I want you to think about cola!
This is similar to the prospect of purchasing a partner's vision product or service that should be considered. It is a war in which everyone is competing for part of the consumer's mind. You don't have to be dirty to win, but you have to play the game consistently, persistently, and with the utmost determination to succeed
It repeatedly gets your message in front of the prospect from your first introduction until it tells him to stop sending information Over time it may seem exhaustive Who is your prospect Do you send information? That it is someone who is there when you lose sales because the time was right for the prospect and was not constantly staying on the face of the prospect
"I have no time to do it!" You say.
"You need to say"!
You can also do this manually with pencil and paper records. Or, it can be done with any database reminder system. Or with manual or electronic holder system. Or, let the technology do it for you!
I vote for technology to make it for me! One system I use takes my perspective from the first "send information" request through endless follow up! All automatically. That's right, automatically, out of my hand. This system allows you to know who requested the information and when it is the rest for me.
(Warning !!! There is an "automatic letter of sale" above. "Oh my god! Another article not selling the products of someone else!" Yes! Do something for that promotion It looks like something good marketing-system / campaign You look at a marketing campaign for my product line Stomach or that it is fear that you may buy something I've set the top paragraph in this article for I scamming people so I can choose to learn how professional marketers do marketing)
Results from that a / r sequence:
Outlook phone or email me; "I am ready! Tell me what to do next!"
Read what to say about the automatic responder site follow-up:
Q. How long do you expect to increase your sales once you have made four or more follow-up email communications?
A. 173% (e-marketing today).
Q. If I double this communication speed, can I expect even greater returns?
A. Many customers show an increase of over 400%
I think my leader is a master salesman. No! I am a master educator and I use the system to do it for me. Let's follow all the organizations, hundreds of prospects, such as automation systems. All I did was write the first copy of the outgoing email (in fact, my mentor wrote some of them) and loaded them into the system and emailed
However! Technology. You can close another 20% or more of contacts with personal contacts. People buy "you" than buy products and services. Personal contacts make a real person instead of a simple email address or fax requiring paper.
I do not know whether or not it is a prospect to call you. I do not care if you are good on the phone. Don't try to "sell" anything on the phone, don't compose a canned pitch like an insurance salesman or a mortgage broker. Just hit the conversation and see the concerns they have. Answer their concerns if you can or promise back to them by answer phone, fax or email. It is always polite, honest and amazing how many people answer you positively. Up to three for others. It adds a very valuable measure of success to your business.
Finally, you need to have a good message, a good product, a good price and a better deal than anyone else your consumers are looking at. Write not focused on client-centric and profit, you will not see how many times you follow up, regardless of more sales. If you are not a good writer, be sure to find a dry copywriter to help you work on the hard-hitting pieces you need.
So what are the rules here?
1. Follow-up 5 to 12 times get with its 80% bracket.
2. Let's have a technology.
3. Call your prospects on the phone and make friends.
4. Use customer-focused, benefit-focused copy to get your message.
By the way, most people are potential customers, depending on what you sell for products and services. What do you think is that you have to keep in touch with things that should not happen? If you say yes, you are correct!
How can I not be careful when doing pitching Need some people to be afraid that products are not enough?
a: Start weekly ezine and follow-up weekly with useful information!
b: Have them read some of the articles on my site to see if they are potential candidates:
Remember; good luck is in follow-up. Your accountant will love if you follow up. If you do not, you will be out of business.
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