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McGraw Hill study: Following up is important!

By
Services for Real Estate Pros with Contactually

I found an interesting article recently that I'd love to share.

Kelly Marsh of Klemmer & Associates wrote a little something on a McGraw Hill study that took a look at how businesses followed up with sales opportunities. 

Here are some of the interesting facts:

 

  • 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
  • 10% of sales people make more than three contacts
  • 2% of Sales are made on the second contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the fifth to twelfth contact
The verdict? Follow up, follow up often, and be persistent if you have to!
 
What do you think of these numbers and how do you make sure you follow up with a prospect?

 

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Staying in touch with those who matter has never been easier than with Contactually.

Comments (6)

Caroline Fitzgerald - BestPreppedListings.com
Real Estate Client Prep - Richmond, VA

Thanks for posting that, Tony. Very interesting. But given what I do for a living, it is not surprising! The key is to have your website capture your leads and then have an automated follow up series (autoresponder) so once you set it up, it's done and EVERY SINGLE LEAD gets followed up with, consistently, on a schedule, for as long as you want. You can use any number of different follow-up "media".....emails with content, special reports, videos, audio interviews, etc. It is the perfect way to automate and systematize your lead follow-up system...leaving you more free time to do what you love, knowing all the while your leads are being nurtured like clockwork!

It's easy and SUPER effective!

 

Jan 09, 2013 04:10 AM
David Brandschain
Long & Foster - Blue Bell, PA

Tony thanks for the reminder about being persistent.  By nature I hate to nudge people.  The drip system that we use helps me with that.  But beyond that, once you have made personal contact "warm" there is no reason not to keep in touch.  It does not have to be a hard sell.  Just letting people know that you are around and available to help.

Jan 09, 2013 04:40 AM
Jim Patton
Aspire Home Real Estate 209-404-0816 - Modesto, CA
Realtor - Stanislaus ,Merced, San Joaquin Counties

That's some very good information Tony.   I guess most of us can do better in the follow up department.

Jan 09, 2013 06:00 AM
Roger D. Mucci
Shaken...with a Twist 216.633.2092 - Euclid, OH
Lets shake things up at your home today!

Tony, when I was leasing apartments, I followed up with prospects until they told me "if you call here again, I'm going to have to kill you".............then I quit calling.  Otherwise, I left them messages if they did not answer telling them that I would call until I heard from them and got a definite "NO".

Jan 09, 2013 07:54 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

It's the power of Persistence !!! Every contact you make leads to a greater chance of closing !!!!!

Jan 31, 2013 09:23 PM
Tony Cappaert
Contactually - Washington, DC

Thanks for all of your comments, everybody! You're all right -- persistence is SO important in the real estate business. Contactually's marketing manager, Brian, just wrote a blog post about the key to persistence in sales. Check it out, it's a great read: Five Steps to Persistency in your Sales Outreach

Jan 31, 2013 10:24 PM