It's Time to Be Persistent in Sales
Here are Three Scary Facts:
In 2007, it took an average of 3.68 call attempts to reach a prospect (source: TeleNet).
In 2013, it took an average of eight call attempts to reach a prospect (source: Ovation Sales Group).
Today, it's getting even harder.
So that's why I was shocked to learn that the average salesperson only makes two attempts to reach a prospect (source: Sirius Decisions).
We Have to Work Hard to Get A Hold of Prospects
It's OK to be persistent. It's important to keep trying to get hold of prospects.
But it's not OK to just keep using the phone and email. Prospects are used to these methods: they don't get results.
We Need to Be Creative in the Way We Communicate
It's time to start using new ways of getting a hold of people.
What are you going to do differently this year?
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them.” You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."