Say more and build a relationship
Relationships aren’t just statistics. But take a look at these stats for a second. Two percent of sales are made on the first contact. And eighty percent of sales are made after five to twelve points of contact. But typically, only ten percent of sales people make more than three contacts. And yet, statistically, ninety percent of sales are made on the fourth contact or after. Whew! You can boil all those numbers down to, you’d better build a relationship with someone if you want their business.
I’m always talking about how important it is to establish and use a consistent system for following up with people. But it sounds like a lot of work, doesn’t it? Well, it is. But you know what’s even more work? Not having a system. Because there’s no way you’ll be able to keep all those contacts in your head. Let alone making at least five points of contact with each one. And remember, most sales people stop after one or two points of contact. So, your competition is practically giving you a bunch of leads and prospects.
Here’s another reason you gotta build a relationship to convert more prospects to clients.
The law of diffusion.
That’s a fancy way of talking about numbers again. And how you need to share more communication more information to help people make up their minds. When you help them make up their minds, they become YOUR customers and clients.
I go into those numbers a lot more in the RondaReady system. And I talk about how building those relationships wins you referrals and increases your sphere of influence.
So, I can hear you saying, “Oh man, more work? I don’t do any real follow up now. And this will create so much more work for me.” But in a proven system you can go back and review why you started your business in the first place. You’ll have it all written down and laid out where you can easily find it anytime you need a reminder.
And when you make it a routine, you’ll find you have more time, not less. Because you’ll get rid of all that pesky wasted indecision time you’re spending now. You’ll control your days instead of them controlling you. And wasting less time means you’ll be doing more of the right things to get the results you want.
By the way, you can get a coach AND a CRM system for less than most good business coaches (with no CRM) charge. But tomorrow is not the time to start, if you catch my drift.
And, when you’re really, really ready to get ready, get RondaReady and…