Sales By the Numbers
Restored from the Empower Network archive (2011–2017), lightly edited to meet our current advertising standards. Views are the original author’s.
If you are in sales then you should be familiar with sales by the numbers. Some people think that following up with a prospect is a one time thing. Not at all. Sales is a numbers game. Here are the numbers that all salespersons and marketers should know:
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
Only 10% of sales people make more than three contacts
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.
Wow. 80% of sales are made on the fifth to twelfth contact. No wonder people get discouraged when they hear NO on the first contact. If I would have known these statistics from the beginning I wouldn’t have put so much pressure on myself to succeed on the first contact.
People like building relationships. It’s like going on a date. The first date is usually you getting to know her/him and vice versa. Most people don’t “get lucky” on the first date because the person on the other side is still trying to decide if they like you enough to open themselves up to an emotional connection.
Sales is the same way. People want to know that you are real and you care about them. If people sense that you just care about the bottom line (money) then you can forget about getting that sale. The only way most people get sales on the first contact is with people they have known for ages.
Take these sales by the numbers and use them to your advantage. If you know that you need to make five to twelve contacts before a person says YES, then be patient enough to let human nature take its course. Don’t jam it down their throat. Just let it be.
You have probably often wondered why the top 10% of salespeople are making all the money and getting all the rewards. Well, now you know why. It just makes sense. If you are willing to make multiple contacts, build relationships with people and treat them like a long lost friend or family then your sales will increase to 80% as well.
Just remember one thing….a “NO” is really a “YES” that needs to be nurtured.
Thanks for stopping by…..
Kenny Perkins, LifeChanger Marketing
“Wuz Worth It”