7. 80% of sales need at least 5 follow-up calls after a meeting
As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.
PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to the call or meeting, you don’t have to ‘chase’ prospects with phone calls. When CAN they close the sale? What are the obstacles? How are you discussing those obstacles? ASK more questions and don’t try to talk them into the sale, but rather use these opportunities to discuss objections and options to overcome them. The biggest take away here is to expect to make more follow up calls than you have been making so that you aren’t cultivating resentment and resistance on your side of the call, but rather an appreciation for the prospect’s buying process and working within that.
For Sales Managers
For this to happen, you need to PLAN to follow up on their follow up calls and plan on teaching them how to do this…and to manage their thinking about follow up and how many calls it takes to get the sale. Sometimes they need instruction, sometimes they need encouragement, sometimes they just need a push – know your team and their pitfalls regarding follow up calls so that you can manage to their resistance or experience. And BE the example for them to follow and share your successes when you have tenaciously followed up and got the sale so that you can create believers in them.