This post is not about the importance of follow-up or how to do it. It’s about how to do it smartly, how to build as many meaningful human relationships as possible without drowning in your own pipeline, how to do more with less.
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Let's start with the "why"
Why bother tracking?
Well, because it works. Tracking gets you sales.
Statistics show that 80% of sales are made after at least five follow-ups.
Statistics also show ivory coast cell phone number list that 44% of salespeople give up after the first rejection.
There is better:
22% stop monitoring after two refusals
14% stopped monitoring after three
12% stopped monitoring after four
92% of salespeople give up before the crucial fifth follow-up.
You read that right: you can beat 92% of sales reps by simply being persistent.
But that’s easier said than done. Most salespeople know they should follow up regularly, but they’re afraid to do it. They’re afraid of rejection.
Sending countless emails to someone only to be ignored or rejected over and over again makes you seem boring, and no one wants to be boring.
The first contact is easy. You’ve cleared the approach hurdle. You’ve set up that meeting, made that phone call, sent that email. You’ve done your homework, you feel good about yourself. It’s up to them now, right?
This is where you are wrong.
Make sure you understand that it is up to you to decide whether you will receive a response from your prospect. You are not entitled to anything and waiting will get you nowhere.
Why track? Because it’s good for business.