I was working with a young salesperson the other day, going through his client pursuit routine.
He said he contacts prospects three or four times, and then drops them from his active list.
Here’s the problem.
Some of the best salespeople work for nonprofits. Their research shows that it takes an average of seven touches before a donor actually signs a check.
All buyers fit into three categories.
- Early movers
- The pack that follows
- Late committers – who take longest to get comfortable with a decision.
If we give up too soon, we give up the late buyers, a huge piece of the buying pie. So don’t get discouraged and keep trying.
For some of your prospects, you have to get the first five or so calls out of the way before you even get close to the goal line.
But then the real game is on!