Sales Statistics

Some really interesting sales statistics, really drives home the importance of effective follow up!

-48% of all sales people never follow up with a prospect
-25% of all sales people make a second contact and stop
-12% of all sales people only make three contacts and stop
-Only 10% of all sales people make more than three contacts
-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

Wow! These are some very eye-opening figures. My impression is that each contact would have to be unique and substantial. 5-12 sales calls will probably start to push a prospect's buttons, but if each follow up is unique it could actually assist in building a relationship with potential clients. Imagine that the first follow up is a thank you note, the second a call with a special offer, the third an email inviting the prospect to an event, the fourth a small gift or card sent in the mail, etc. These are small, unobtrusive steps that keep you at the forefront of a prospect's mind without being annoying or "salesy". Very interesting :)!