Marketing & Design May 2020 Issue

WHY YOU’RE NOT GETTING MORE BUSINESS

(FOLLOW-UP: PART 1)

by Kevin Pendergrass | Pendergrass Promos

I have often been asked how my wife and I were able to start a business and grow (and sustain) it so quickly. While there are many ways to answer this question, one of the main reasons why our business was able to grow is because we make it a point to follow up with clients and prospects. If you aren’t getting the kind of business you want, then chances are you are not following up.

According to www.grantcardone.com, 48% of sales people never follow up with a prospect. 25% of sales people only make a second contact and stop. 12% of sales people only make three contacts and stop. 10% of sales people make more than three contacts.

Take a look at these stats above. Which category do you currently fall into? Most colleagues that I know teach a “three-contact rule.” The idea is that you contact someone three times. If they haven’t bought from you after three attempts, then you need to move on.While it may be the case that, based upon someone giving you a hard no, you need to move on, chances are you are walking away from a lot of business simply because you aren’t following up enough. While the above stats are very telling, the following stats reveal even more.

This means that if you are following up with prospects less than five times, then you’re walking away from 80% of sales. If you’re going to be successful as a business owner or business person, then you have to learn the art of following up. Successful people don’t have sales because the sales come to them. They have business because they go and look for it – over and over again.

So, do I have your attention? Have I convinced you that follow up is important? If so, then you will want to stay tuned the next several weeks as I will be discussing proper methods of following up and what to do and what not to do. I will specifically explain what has worked for us and why. If you care at all about growing your current clientele, then you will want (and need) to hear this.