Developing your business to the next Level Jan 11th 2010
What does this mean? If you’ve been growing your business for a while and haven’t reached a satisfactory level of success…then 2010 is the year to leap into the next level. Create a crystal clear vision for your ultimate business success.( The clearer the image the more powerful you influence the world to your vision.Uncover personal and business challenges that may be limiting the growth of your business Map out your prospecting psychology Make 2010 the year you eliminate your business challenges,Master your prospecting psychology, and seize the sales skills you need. The National Sales Executive Association recently published the following: 2% of Sales are made on the first contact 3% of Sales are made on the 2nd contact 5% of Sales are made on the 3rd Contact 10% of Sales are made on the 4th Contact 80% of Sales are made on the 5th- 12th contactThis means that 90% of your sales will come after your fifth follow-up with a prospect. This is important information for you to consider in your marketing plan.Do you write of a prospect if you cannot set an appointment with them in the first one or two calls?If you do, then you are leaving a tremendous amount of opportunity on the table.Are you following up with every prospect at least 12 times.Dr Frank Luntz’s book titled “ What Americans Really want…Really” In his Book Dr Luntz writes about the dramatic shift in what consumers want. This shift has occurred because on the economic recession, stock market and Real Estate crashes. He found that “Consumers are less secure, less confident and less trusting than any other generation since the Great Depression.” We must work harder to build relationships with our prospects because they don’t trust us. Relationships take time to develop. You will not be able to make one or two phone calls and sign a new client. Those days are over. To be successful today, you must have a long term follow up campaign, providing multiple touches to your data base.
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