Getting the Sale

Getting the Sale

Do you purchase a new product or service the first time you see
or hear of it?  I doubt it.  In fact, it's highly unlikely that
you ever purchase a new product the very first time you hear
about it.

And yet that's exactly what a majority of all salespeople
actually expect!

Based on studies over the past 50 years, we know that:

***  A majority of sales people make one call, and never
come back.

***  Only 25% of salespeople will call a second time to offer
additional information, or to follow-up.

***  Less than 10% of salespeople will call on a prospect 5
or more times, and yet these are the people that make over
80% of all the commissions!

The statistics change slightly from one study to the next,
but the principle holds true in every industry, and from year
to year, around the world.  In sales, persistence pays!

How does this apply to professionals and those who are
less focused on direct sales, like therapists, Chiropractors,
coaches, attorneys and accountants?  I think it means
maintaining the same office, participating in community
organizations, and showing up at Chamber of Commerce
or other meetings.  It means participating.  It means
consistency.  It means persistence!

People buy familiar "brands", whether that's a recognized
brand of automobile, or a professional who has become a
recognized and familiar face at the health club or my house
of worship. 

To build your professional practice or expand your sales, show
up!  Get involved, meet people where they are, participate
in the things that interest them, and be generous.  Be
consistent -- TIP's is vastly more effective as a sales
instrument now than even a year ago, simply based on
repetition and familiarity.

Use that principle to build your business, increase your
sales, and make more money.

 Jeff@marketmagic.com