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Content
11 March 2009, 06:21
The Power of Persistence from Mid Capture Group
The Power of Persistence and Some Amazing Statistics You Should Know
It's common knowledge in direct marketing circles that multi-step campaigns to a highly select group of ideally suited prospects increases overall response rates versus a one-shot or one-touch marketing program. There are a wide range of reasons for this including:
*Better recall of the offer, company or message
*Timing and repetition
*Distraction, interruption or lack or urgency with the initial contact/offer
*If multiple media is used, some people respond to one form versus another
Millions of dollars in new and repeat business is lost each day in the global economy for one central reason: Little or no follow up with clients and prospects. In a tightening economy, smart companies, entrepreneur's, sales people and non-profits are now actively staying in touch with their customers and key supporters not only more frequently, but also making great strides to stay in contact with lost customers or prospects who left or didn't choose them the first time around.
Yes, we goofed in the last eletter (thanks to the 'Mind Capture Militia' who sent us an email!) so here again is the statistic - correct this time - from the SBA to back up why staying in touch is a smart, smart business move: It costs an average of five to six times more to get a new customer on the books than to keep existing one's with you and doing ongoing business.
When a prospect says "no" far too many people and organizations either never follow up again or make a half-hearted attempt to circle back at a later date. This is a recipe for lost sales and opportunities. Without a marketing system of scheduled follow up, these folks are most likely gone for good. In the next eletter, I'll share with you several proven Mind Capture systems to make your follow up efforts easy and put them on autopilot. For now, here are some incredible sales statistics that are quite compelling as to why ongoing follow up is critical to your success:
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
Yes, ladies and gentleman the fortune is in the follow up! If you'd like a handy visual of these statistics on a postcard to post near your desk or in your planner, drop me an email directly with the Subject Line: "Sales Postcard", along with your mailing address, and we'll send it to you.
Find out it interesting for you? see more http://campaign.constantcontact.com
Enjoy!
Margarita Nomeikiene
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