If you are in sales, you probably heard, “The fortune is in the follow-up.” But what does that really mean? Does it mean you hound people repeatedly until they are tired of you and never want to hear your name again? No! Of course not! However, you can do some pretty simple things that will pay off in the end. So, is follow-up necessary? Heck yes! 

Studies show that it takes an average of 8 contacts with a prospect to finally turn a lead into a sale. Most people stop at 2 connections. The first is the initial contact, then a reminder, and that’s it! 

Some prospects never even make it past the initial contact. This can be a massive problem in your business. 

Why is Follow-up Important?

Having a system to track your contacts is essential. There are many systems out there. The key is to choose one that works for you and then use it! Some prefer pen to paper, use a spreadsheet or otherwise, or even have a tracking system. Whatever it is — become super consistent in using it. 

Think about it, there are people you may hear about later who purchased through someone else because you weren’t there. 

So, is follow-up necessary? Check out these scary stats …

48% of salespeople never follow up with the prospect. In addition, 25% make only a second contact, 12% complete only three contacts, and just 15% of salespeople make more than three contacts. 

Which person will you be? 

Between the first contact and the agreed-upon follow-up, send a quick e-mail telling them you enjoyed speaking with them (or a social media message). Be sure to thank them for their interest and remind them of their commitment. This shows you care and lets the prospect know you are serious. 

If more information was requested, website, document, etc., tell them you will send it out to them (or in whatever form is appropriate) and follow up in “x” days. Remember to get a commitment on that date. Then put the “appointment” tracking system and follow up on time! 

After “x” days, call or meet with the client, asking them if they have any questions about your provided info. Again, you are way ahead of the average number of contacts and should have made a positive impression on this prospect. 

And by now, they probably remember your name.

These are game-changers! How well are you at following up? Are you going to be an above-average business owner? Sure, hope so! Let us know how we can help make follow-up essential for you.