Has been hearing from our business coach, attending seminars and some online reading that a successful sales was not made within the first touch with your prospect. Ot normally takes few touches before we are able to close a sales.
What are the touches looks like. All these sales touches can be from different channel. Will list out few of them for your references.
- heard some word of mouth (friend recommend friend)
- saw printed advertisement like newspaper and magazine
- saw online advertisement like e-banner
- visited your website
- email communication with your staff
- phone conversation with your staff
- visiting your office for more enquiry about your services
- etc
It can be few touches from the same channel or single touch but from different channel. If you are lucky enough, you might be able to get sales from the first touch.
I’m sure you will want to spend more time on follow up with your prospect rather than just sit and wait for your luck after you look at the belwo statistic.
- 48% of sales people never follow up with their prospects
- 25% of sales people make a second contact with their prospect and then, stop
- 12% of sales people make three contacts with their prospect and then, stop
- Only 10% of sales people make more than three contacts with their prospects
- 2% of sales are made on the first contact with a prospect
- 3% of sales are made on the second contact with a prospect
- 5% of sales are made on the third contact with a prospect
- 10% of sales are made on the fourth contact with a prospect
- 80% of sales are made between the fifth and twelfth contact with a prospect
So, you need to know what is your target either in terms of revenue or in terms of number of signup. With this number, you can start to calculate how many prospect you need to reach and how many follow you need to achieve your target.