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The best things come to those who wait

By
Real Estate Agent with REMAX Signature - Chicago

On a recent coaching call, my coach shared some very interesting survey results. They pertained to the number of communications to a client versus the purchase frequency. Here are the stats:

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 only

10% of sales people make more than three contacts

 

2% of sales are made on the first contact

3% 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

 

Source: Buffini & Co.

 

We have all been frustrated by clients who don't seem to be engaged and ready to buy. These stats show the importance of follow up.