If you quit after two or three months, the answer to the above question is YES!
I have read that in B2B sales it is estimated that only one-quarter of sales happen within the first six months. Another quarter of sales happen in the 13-to-18 month period, and then another quarter buy after 18 months. In B2C it is typically a shorter sales cycle, but there is still a high percentage of those who do not buy immediately.
Most salespeople hurry to close sales from the most promising and qualified short-term prospects while ignoring a large percentage of leads that are not quick closes. Why? Probably mainly because salespeople are rewarded for quick sales.
When attention is focused on the immediate sales, the leads that take time and nurturing are left to the wayside and forgotten. These forgotten leads are costing your company a lot of lost revenue.
If your focus has been on the immediate sales, just imagine the sales volume you could have if you worked on a way to foster and nurture those leads through the long term! If we look at the statistics, that means you are missing out on 3/4 of your sales.
The time has come to put your processes in place so that you can benefit from the leads you have paid so dearly to acquire.
What can you do to make sure all leads are front and center until you either close the sale or receive a NO? What kind of system or process can you set up to help bring those leads to the selling point?
Nurturing happens through consistent communication, spoken or unspoken. Think of how you currently communicate with your prospects. What are you doing so that you stay in the thoughts and minds of people you have met three months ago? Six months ago? A year ago?
Have you set up an effective communication chain so that when the time comes for them to buy your product or service, you are the first one on their minds, and your contact information is right at their fingertips? Once you have done the initial work of marketing and seeking out those leads, would it not behoove you to continue growing and working on those relationships so that you are the go-to when they need you?
Lead-nurturing must be an integral part of your business if you want it to thrive, grow or even maintain itself.
"WINNERS NUTURE"
Susan Raisanen is in the business of increasing revenues for businesses through the use of an effective lead, sales and marketing management software. She is a sales professional for By The Numbers ( http://www.bythenumberssoftware.com/ ) who specializes in educating business owners, sales and marketing managers in regards to the very numbers that affect gross revenues. If you want to know more about lead, sales and marketing management tracking made easy, Susan invites you to submit your questions to her at susan@ByTheNumbersSoftware.com or call her at 480-652-9212.
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