No matter what business you are in, you’ve got to sell. That’s tough to swallow for many business owners, and if you don’t accept this one simple truth, you aren’t destined to be in business for long. Developing a sales mindset means you need to understand the sales “process” and follow it consistently. It takes passion for what you have to offer and above all, it takes persistence!
As a long time sales veteran, I can tell you that the sale rarely happens as a result of a first meeting. On average, it can take 7 touches before closing deal. One of the biggest mistakes I see people make is that they fail to do the necessary follow up to stay in front of their prospect until they become a client. Herbert True, a marketing specialist at Notre Dame University studied sales behavior and discovered some interesting things.
- 44% of all salespeople quit trying after the 1st call.
- 24% quit after the 2nd call.
- 14% quit after the 3rd call.
- 12% quit trying to sell their prospect after the 4th call.
Unfortunately, people give up pretty easily. Even those that call themselves Sales Professionals. 94% of the people quit after the 4th phone call; yet, True’s research found that 60% of all sales were made after the 4th call. Recognizing the importance of consistent and persistent follow up is the key to growing your business. Just think what would happen if you became one of the 6% who kept going and tapped the 60% of business that comes after 4 or more calls. So get going. Look over your prospect list right now…find out who you need to reconnect with to make the sale and do it!