CONTACT FOLLOW UP- IF AT FIRST YOU ARE NOT
SUCCESFUL TRY TRY AGAIN
Have you ever received an email or postcard from your favourite restaurant, shop or local supermarket? Probably very occasional, but it is not personal and has little interest, it probably is just offering you money off vouchers.
We should all take note of this and learn that we can never be good enough at following up with our customers.
We should not just moan about the economy and level of business we should take the opportunity to follow up each person who comes into contact with our business on multiple occasions by email, letter, postcard or telephone.
As business owners, we can’t afford to make the big, costly mistake of not following up, because one way or another we pay good money to get leads, and if we let them disappear without them becoming customers, then its money we’ve wasted.
In case you have any doubts about how important this is, here are some scary statistics:
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
It’s staggering, but only 10 % of businesses make more than three contacts. This means they’re losing a small fortune.
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
So if you’re like almost half of all businesses and make no more than one follow-up to your prospects… you’re leaving 98% of your income on the table for someone else to come along and pick up.
If that wasn’t bad enough, here’s why it’s even worse. Look at these eye-opening statistics about why people stop buying from businesses:
3% move away.
5% follow a friend’s or relative’s recommendation.
9% find an alternative they perceive to be better quality or value.
14% are dissatisfied with the products or services.
And a massive 68% of people leave a business because of… indifference.
They take their business elsewhere simply because they do not feel valued.
How often should you send people information? Up to twice a month if you ensure that the information is personal, friendly and fun. Do not try to bombard them each time with requests to buy something just keep them updated with what’s happening in your business.
There’s a golden rule in Marketing that will make you wealthy. Once you have someone’s details keep on following up until they buy, die, or tell you to stop!