Happy New Year! You finished out 2014 by setting up your game plan for 2015 and now you have to follow-up on it. You must follow-up to be successful! Considering that 48% of all salespeople never follow up, and that 64% of companies admit they do not have any organized way to nurture a lead, you can see that the follow-up is a massive opportunity!
Now add to that the average company takes almost 72-hours to follow-up a lead and you can see why contacting a customer in the first 5 to 10 minutes
increases your chances of closing the customer 900 times!
In consulting with companies my firm discovered that the industry in general struggled with the practice of following up with customers. So we looked at what our competitors would not
do and found that none of them called back clients as they left the store. This led the company to immediately initiate programs in which clients would be called back as they drove out of the parking lot.
Managers then immediately started calling client’s cell phones as they left the company’s premises and asked them to return. If the call went to voicemail, the manager left a message requesting the client to, “Please come back immediately. I have something you must see.” Or the manager would send a text suggesting that the company had something to show the client right away
. If there was no successful contact made, another manager repeated the callback program the same day and again the next morning. The results were crazy
. Almost 50% of the clients returned immediately, and almost 80% of those became buyers at that time. Another 20% returned as a result of the later calls and increased the sales of that organization to new levels. Now is the time to shift into making your every thought and action aimed at dominating your sector, market, competition—and every thought of your potential clients.