We’ve all seen the statistics; most sales happen with 6 contacts to a prospect but most salespeople stop at just 2. If that isn’t an eye opener to salespeople, then I’m not sure what would be. But there are reasons that salespeople don’t stay on their prospects and get the chance at those future sales. Some of the reasons include lack of a systematic process for prospects, too many problem customers, or just too many low level prospects in the pipeline.
Mostly, it’s a lack of a process for how you handle prospects. Every salesperson should have a process in which a salesperson goes through their sales funnel and that should be clearly defined. The best real estate agents in the world have this down to a science and it allows them to handle more customers. What makes this possible is a good crm software program. Good lead generation programs will allow you to define the process and then simply remind you on the day that that step is due. So if you have an administrative assistant, you could have him/her complete the steps when they come due, whether it be a letter or a postcard. Using a good CRM software program keeps the process moving, and by bringing in your assistant to help with the follow-up letters, it keeps things running more efficient. Then when you place a phone call, that prospect has seen or heard from you before which makes for a better relationship.
That doesn’t mean that we don’t have too many problem customers or low level prospects stealing our time though. Sometimes you can fire customers, sometimes not. But you can absolutely clean up your prospects in the pipeline to include only ones that have upside potential. That combined with a systematic process, should allow you to get those contacts you need and to fill your funnel with more prospects than you can handle.
