Ok…now you have all these new leads that have been generated by your successful online and offline marketing programs. A few are moving nicely through the sales process, but many others just aren’t ready to buy yet. “Yet” being the opportune word here as only 3 in 100 leads will be ready to buy now. So what should we do with the rest? Who knows if and when they will ever buy, but I can assure you they won’t ever convert if you do not…Follow Up, Follow Up and Follow Up Again!
I have sent the below “Send Out Card” to myself and others; I keep it posted in my office to remind me that consistent and persistent follow up is critical to closing new business. 80% of sales are made on the fifth through twelfth contact (I hear the going rate is nine) and I also recently read that it can take up to 5 attempts to close the deal! People are so busy; multi-tasking, doing several jobs, running around with their smartphone in tow and frankly, buying what you have to offer is just not top of mind at this moment. But, when the moment does arrive, they want it RIGHT NOW and you need to be there!
Now with all the leads in hand, make sure you take the initiative to build an email database and relationship with your clients and prospects. Remember 5 to 12 touch points of all kinds, don’t let them forget you. Social network updates, newsletters, phone calls, emails, faxes, letters, cards, throw a party, relevant tips, small gifts, jokes, post cards; I think you get the picture! Be there when your prospects are ready to buy. “Energy and persistence conquer all things.” – Benjamin Franklin.
