How Often Do You Follow Up with Prospects?
There are any number of articles written about how many times a salesperson needs to follow up to close a deal. The average number seems to be seven or eight. I disagree. Here is why.
Any time we speak to a prospect or client, he forgets 90% of what we talked about within one week. Then if a competitor happens to talk with him the next week, we are rotated to the bottom of the memory chain and our competitor is on top. That is a bad position to be in if a sale opportunity comes up.
So when asked how many times we need to touch a customer, my answer is CONSTANTLY . . . and FOREVER!
That is the price of admission to the great game of sales . . . at least the way the top producers play it!
Remember, your competitor is probably talking to your best client RIGHT NOW!