It has been a while since I wrote an original blog post and I was brain-storming for ideas by thinking about my own business and what is the most successful marketing strategy I use. When I compared all of my marketing activities I identified “following up” as one of the key ways I grow my business. For example:
- I follow-up on proposals in a timely manner and more than once if required.
- I respond to email inquiries right away.
- I return phone calls promptly.
- I provide prompt estimates when asked.
Can You Believe Everything You Read on the Internet?
So I got to searching for stats about the importance of follow-up and I found a widely quoted study by the National Sales Executive Association. This study was quoted on hundreds of websites as if they had actually seen the study, but what started out as a blog post about “following up on prospects” turned into an expose on the integrity of quoting from a study that is not available from an organization that I cannot even find after 30 minutes of searching the internet!
Can anyone tell me who is the National Sales Executive Association and where can I read this study?
I have published the results below as everyone else has and the statistics might be true and useful, but if you ask me there is no real source so therefore take them with a grain of salt.
- 2% of sales are made on the 1st contact
- 3% of sales are made on the 2nd contact
- 5% of sales are made on the 3rd contact
- 10% of sales are made on the 4th contact 20%
- 80% of sales are made on the 5th – 12th contact 100%
Then it went on to say:
- 48% of sales people never follow up with a prospect
- 25% of sales people make a second contact and stop
- Only 10% of sales people make more than three contacts
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