I just finished Tina Forsyth’s book, “The Entrepreneur’s Trap” lat night on my Barnes and Noble “Nook”.
Short and quick read but good valuable information inside the book about how to put processes and systems in place so that the company doesn’t depend on the owner to keep going.
The less the company relies on the owner, the more valuable the company is.
Tina referenced a sales statistic that I knew intellectually but still moved by it emotionally:
These statistics were taken verbatim from the book “Conquer the Chaos“.
3% will buy from you on the 2nd contact.
4% will buy from you on the 3rd contact
10% will buy from you on the 4th contact
81% will buy from you on the 5th or more contact
When do most businesses and sales reps stop following up with prospects?
48% quit after the 1st call
24% quit after the 2nd call
12% quit after the 3rd call
6% quit after the 4th call
ONLY 10% do 5 or more calls!
BECOME ONE OF THE 10% OF COMPANIES THAT GET 81% OF THE BUSINESS OUT THERE!
PROSPECT, FOLLOW UP, AND PERSIST!