How Well You Follow-up on Prospects Determines Your Sales Success
Yesterday, my team and I were having a meeting to launch a sales productivity project for a global motorcycle company. As we looked at their sales activity indicators, we clearly saw that inquiry follow up was intermittent and patchy.
My support staff, Sanket, a diehard Arsenal fan, recently bought a motorcycle and it wasn’t from our client. I asked him why. He clearly related the sad fact that our client’s dealer sales person never bothered to follow up with Sanket. The competition did – twice – and he bought from them.
If Sales Prospecting starts sales momentum, then Sales Follow-up is the momentum builder. Think like a cyclist. You clip into the pedals starting in a light gear, heavy going. As you gain cadence (Prospecting) and speed (Sales Momentum), you shift to faster gears to gain speed and ease of pedaling (Sales Follow-up) on the journey to reach your destination of your customer purchasing from you.
“Momentum is a Sales Person’s Best Friend and Sales Momentum Increases with Consistent Follow-up.”
Research on Sales Follow-up is clearly a momentum builder or a sale killer. Let’s look at this chart of Sales Follow-up Statistics from Tahir Barry.
These revealing statistics points out a simple fact: “Based on these statistics, a simple way to put yourself above 90% of the competition is following up with a prospect more than 3 times.”
Review these statistics and determine what you need to do to improve your Sales Follow-up and create momentum that speeds you ahead of your competition.
Have a great week following up with your prospects and customers to boost your sales and strengthen your customer relationships!