The Shocking Truth About Sales
- Brainz Magazine
- Jun 27, 2023
- 2 min read
Updated: Mar 19, 2024
Written by: Megan McCann and Jennifer Ludington, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
Do you know that 80% of your sales require an average of 5 follow-ups to close the deal? In other words, 80% of your business revenue comes after following up with your prospective customers at least 5 times!
According to a study done by the Brevet Group, while 8 out of 10 customers require 5 follow-up connections, 44% of sales reps give up after only 1 follow-up attempt.
This means that almost half of sales reps follow up only once, if at all. The last thing we want to do is feel like we are trying to convince anyone to buy our product. We understand that annoying a person we want to work with is not a good sales tactic. Instead, we want to help people and make a difference. So if this is you, we'd love to empower you by offering you support in your follow-up game that shows them you care versus feeling like you are harassing them. Remember, the more that you personalize the “follow-up” experience, the more likely they will respond. Use verbiage that is specific to them and what you know about them so they feel more connected to you.
Here Are 7 Tips To Follow Up In A Way That Feels Good And Increases Your Customer Response Rate:
Use a variety of follow-up methods (if they don't respond via messenger, try email, text, or phone)
Give them a few days to respond. If no response, you can say "Hey, just wanted to make sure you got my message?"
Provide value (offer them a free resource or circle back to a tool that might be relevant for them and their pain point, share any OTO'sor discounts)
If they are a no or not yet, try another offer (down-sell)
Be crystal clear on their next steps (i.e., click on the link to register, can I check in with you on Monday at 10 am via phone?)
Keep it direct and brief. Direct subject lines if using email to follow up (Hey Meg, can you let me know?)
Listen. Give them space to talk without having to fill in the gaps.
We love following up with people because it shows that we remember them and we care about their results. Following up, when executed the right way, is generous and this is exactly what we teach.
If this landed for you, go here so you can check out ways that we can support you and increase your sales.
Megan McCann and Jennifer Ludington, Executive Contributor Brainz Magazine
Megan McCann and Jennifer Ludington are experts in strategic leadership and business systems. As 1 amazon best-selling authors, in-demand speakers, and media personalities, they are on a mission to help over 1 million women scale their businesses. With a combined 30 years of experience bootstrapping multiple six and seven-figure businesses, they want to show others how to do it too.
