How to Ensure You Get Business from Potential Customers

Potential customers haven’t given you any business yet, so any money you spend on a gift is coming out of your own pocket, rather than from money already made.

Now this may seem like a crazy thing to do… sending your potential customers gifts in the hope that one day they’ll do some business with you. But the “exceptional sellers” understand that this is just part of doing business. They know that the law of giving and receiving is triggered by the act of giving.

Here are some important sales statistics put together by Referral Squirrel

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

Keeping the above sales statistics in mind, below are the follow-up statistics…

48% of sales people never follow up with a prospect

25% of sales people make a second contact and stop

12% of sales people make three contacts and stop

Only 10% of sales people make it more than three contacts with a prospect

Everyone in business understands the concept that it costs you much less to keep an existing customer than it does to acquire a new one. So why is it then that most salespeople continue to go after new customers rather than work on their existing client list or their existing potential client list?

Like me, you’ve probably sent text messages and emails to your clients with messages like “Haven’t Seen You For A While” and “Hope Everything Is Going Well”. But how much business does this actually bring you? Not too much I’d imagine. In fact I don’t have to imagine… because I know… it brings you bugger all.

And here’s why… people do business with people they like. Just because somebody sends you an email doesn’t mean you have to like them. In fact, most of the people from whom I receive emails... I totally dislike!

No real thought needs to go into an email or a text message. They’re just such a commodity these days… in fact, I like to compare the sending of an email or text message today, with the face to face question of yesterday… “how you going mate” and then walking away before you even receive the answer. The person asking the question doesn’t actually want to know the answer… doesn’t care what the answer is. Why ask the question then?

Okay, so what’s the solution? Well… people buy from people they like. Send someone a nice gift, and it’s pretty hard for them NOT to like you. You don’t have to spend a fortune, because as you know, it’s the thought that counts. So put some thought into it and send something meaningful and relevant. When you send your potential client a gift, you’re showing them that you want their business and that you’re prepared to pay for it.

You’re proving to your potential customer that you’re prepared to spend money to make money, rather than how the average salesman usually does it… “When you spend some money with ME then I’ll thank YOU with a gift”.

Anyways, gifts work. When was the last time somebody said to you “I just received a thoughtful gift and I hated it”? Never. So if you have to send a gift to get some business, my recommendation to you would be this… SEND IT. And if you have to send more than one gift to get some business… DO IT.

Remember this… 80% of all sales are made between the 5th and 12th contact with a potential client. And because only 1 in 10 salespeople make more than 3 contacts with any potential client, you’re likely to be the only one still standing when your potential client makes the decision to spend.



Posted: 9/07/2014 9:59:03 AM by Rocky