Have you ever wondered how many times you should contact a hot prospect but worry you might be perceived as a pest? We have all heard that persistence in selling is important but when is it too much.
The standard statistic for the number of “touches” is between 7 to 10 times. The average sales person will stop at 5. This means that you can set yourself apart with the additional touches. A “touch” can be a call, voice mail, email, etc. However this type of persistence works best when you are in the beginning of the sales cycle or the prospecting stage. The goal at this stage is to find a qualified prospect who is interested in learning more about your product or service.
Make sure that you bring value to every touch. This means you will have to get creative. You can send information or articles that could be pertinent to their industry, congratulate them if they have won any recent awards or provide them with some new ideas of how you can help their business.
When can these touches go from being persistent to being a pest? Here are a couple examples:
1. When you leave the same voicemail over and over.
2. When you call too many times in a short period of time.
3. When you do not build rapport and seem to be interested in them
only for a sale.
In order to avoid being a pest once you are further along in the sales process, you will want to also follow a few rules:
1. Be sure to always set up a follow up action and set a date for next call while you are still on the phone.
2. Ask questions about when they will move forward.
3. Ask questions about the factors they will be considering to move
Ahead with your product or service.
4. Be straightforward. Let them know that you want to be sure that becoming your client is the right choice for you and the prospect.
You can be persistent without being a pest when the approach is thoughtful and smart. Don’t be afraid to be direct and let your prospect know that you are excited to work with them so you will continue to stay in touch. Your new clients will appreciate your honesty and your persistence.
Your success is our mission!
Warmly,
Joanne
ph: 888.856.3185
fx: 415.663.4183
www.salessolutionsusa.com
www.breakthroughsalessystem.com
The standard statistic for the number of “touches” is between 7 to 10 times. The average sales person will stop at 5. This means that you can set yourself apart with the additional touches. A “touch” can be a call, voice mail, email, etc. However this type of persistence works best when you are in the beginning of the sales cycle or the prospecting stage. The goal at this stage is to find a qualified prospect who is interested in learning more about your product or service.
Make sure that you bring value to every touch. This means you will have to get creative. You can send information or articles that could be pertinent to their industry, congratulate them if they have won any recent awards or provide them with some new ideas of how you can help their business.
When can these touches go from being persistent to being a pest? Here are a couple examples:
1. When you leave the same voicemail over and over.
2. When you call too many times in a short period of time.
3. When you do not build rapport and seem to be interested in them
only for a sale.
In order to avoid being a pest once you are further along in the sales process, you will want to also follow a few rules:
1. Be sure to always set up a follow up action and set a date for next call while you are still on the phone.
2. Ask questions about when they will move forward.
3. Ask questions about the factors they will be considering to move
Ahead with your product or service.
4. Be straightforward. Let them know that you want to be sure that becoming your client is the right choice for you and the prospect.
You can be persistent without being a pest when the approach is thoughtful and smart. Don’t be afraid to be direct and let your prospect know that you are excited to work with them so you will continue to stay in touch. Your new clients will appreciate your honesty and your persistence.
Your success is our mission!
Warmly,
Joanne
ph: 888.856.3185
fx: 415.663.4183
www.salessolutionsusa.com
www.breakthroughsalessystem.com
Posts
Looks like a real pro and great advice.
ReplyDeleteMinor "nit" in Joanne's - About me - there is a type o. I believe it is "role" vs. "roll" in the third sentence.
I am not a big detail person but catch these things once in a while.
Regards,
Tom