Following up on leads is an essential part of sales. Only 2% of sales are closed after the first contact, so you must know how, when, and where to follow up. Thankfully, IRC Sales Solutions has given us tons of information on sales.
80% of sales are made between the fifth and twelfth contact.
Most sales reps give up after one attempt. (Only 8% follow up five times.)
At any given time, 3% of your market is actively buying, 56% is not ready to buy, and 40% is poised to buy.
30-50% of sales go to the vendor who follows up first.
So what do you do after the first call ends and you have a second call scheduled?
1. Immediately send out calendar invites for the next call.
2. Immediately send an email:
– Summarize the call
– Explain what will happen on the next call
– Tell them that the calendar invite has been sent
– State that call-in details will be sent 24 hours prior to the next call
3. Trigger an automatic email sequence
What about if you do not have a second call scheduled yet?
1. Immediately send an email:
– Summarize the call
– Explain what will happen on the next call
– Mention the hurdle that kept you from scheduling the next call (e.g. prospects return from vacation)
– Say you will be in touch soon to schedule the next call
2. Trigger an automatic email sequence
