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Friday, 25 March 2011

The Importance of Persistance.

Some people are aware of this information but it's worth repeating because it could be losing you 80% of your new business.

Let me explain.

Recently I contacted a range of suppliers as there was a service that I required.

Guess what percentage of businesses responded to the initial enquiry?

50% ! Do you respond to each and every enquiry that you receive?

And how many stopped after contacting me twice? 75%.

And after the 3rd attempt? 90%.

This is where it gets serious - only 10% of businesses will make more than 3 contacts with a prospect.

Now let's see why this is important,

2% of sales are made on the 1st contact

ie, 98% of sales don't happen on the first attempt so it doesn't make sense to stop here.

3% of sales are made on the 2nd contact

ie, 95% of sales don't happen here so it doesn't make sense to stop here.

5% of sales are made on the 3rd contact

ie, 90% of sales don't happen here so it doesn't make sense to stop here.

10% of sales are made on the 4th contact

ie, 80% of sales don't happen here so it doesn't make sense to stop here.

80% of sales are made on the 5th – 12th contact

I've just marked that last line with a bold font, but really it should be lit up in flames it is so so important to understand.

80% of sales are made beyond the 4th contact.


How far will you go before you stop?

Don't stop contacting your prospects and leads after 1,2,3 or 4 attempts - it will most likely cost you.

Find out how to use techniques like this and more at this page: sales training


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