Did You Quit Calling On Them Too Soon ?
August 24, 2006 · Filed Under Selling Simplified
That’s what a salesman I was training told me as he came out of a potential client’s office.
Ever feel that way ? Me too. But I don’t let it last as long as this guy did.
I’m still selling. He’s gone. Like the wind.
Whenever I get that feeling, I remember these figures I read and wrote down :
80% of all sales are made after the fifth call on a prospect.
48% of sales people make one call and quit.
25% make two calls before quitting.
12% make three calls before they quit.
10% keep calling … and make 80% of the sales !
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Your post is very timely, Mike. We have a client that we wrote a proposal for months ago. Repeated calls and e-mails have met with no response. I’ve been tempted to write them off. Yet, if I keep knocking they might just open the door when the time is right for them. If I walk away, I pretty much lose any chance of selling them the project.
I think I’ll keep knocking.
Hey Tom -
Can you tie that proposal in to any current news or updated info that might make their decision easier ?
Any chance of using a similar proposal for one of their competitors ?
There has to be a way to put that work to good use.
Good luck and holler back if I can help brainstorm the idea further.