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.
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