Straight to the Bottom Line

Persistence is Key to New Business Development

Did you know that the average sales person only makes two attempts to reach a prospect but it takes an average of eight cold calls to reach a prospect? This is true with both emails and phone calls.

Here’s how the numbers break down:

  • 2% of sales are made on the first contact
  • 3% of sales are made on the second contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the fifth to twelfth contact

If you want to close more sales you need to follow up!

Three Strategies to Close More Sales Through Email Follow Up

  1. Focus on the value that your service/product will produce for the buyer. How will it solve their problem or help them to achieve a result they are after?
  2. Share a success story or a testimonial. Describe a favorable ROI, cost savings or customer satisfaction improvement. Use quantifiable metrics where possible.
  3. Maintain top-of-mind with important prospective clients by sending them relevant news articles, blog posts, etc. about useful ideas and industry trends.


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