This is part of my daily email series where I share tips on how you can close ONE additional transaction per month. Not selling hopes and dreams here — just real, practical business advice. You can sign up for the FREE daily tips here
It’s cliche, and I am sure you have heard it a hundred times before.
Last night, I was watching a training a friend of mine put together. He helps dealerships sell more cars. He’s a sales trainer and a very good one at that.
Anyways, his training was about what I am about to share with you. It reminded me just how important this is in business.
I’ll admit, this is one of my weaknesses (along with never saying no to a cheeseburger or a trip to the casino or a…nevermind, this is getting out of hand)
This is an area I work on myself all the time. I think everyone in sales could probably admit they could improve this area. This is why having a CRM is so damn important. It is why I suggest EVERY agent get one and USE it.
So many agents tell me one of their biggest issues is “leads falling through the cracks”. A CRM will eliminate this problem, if you use it, of course.
Here is what I am referring to…..
The fortune is in the follow up
Heard that before?
If you’re like me, you’re probably sick of hearing it.
I want to share some shocking sales statistics with you, you may be familiar with these numbers…
- 2% of sales are made on the first contact…
- 3% of sales are made on the second contact…
- 5% of sales are made on the third contact…
- 10% of sales are made on the fourth contact…
- 80% of sales are made on the fifth through twelfth contact…
Statistically speaking, 90% of all sales are made AFTER the third contact!
Are you following up with your leads at least 3 times?
What about 6 times?
Or 10 times?
Could you drastically increase the number of commission checks you cash if you followed up with EVERY lead at least 5 times?
Or course you could.
That is why having a system is to damn powerful.
Having emails doing the follow up for you AUTOMATICALLY, ensuring you never forget to follow up again.
Of course, once someone reaches out, you need to follow up with them 1 on 1 as well.
Again, that is where your CRM will help you manage your hot leads.
You might be saying…
Adam – I don’t have a system in place though…
Adam — I need a system like this, but don’t have the time…
Maybe I can help you out.
Maybe I can’t.
One of my clients is enjoying exclusive leads delivered to him each and everyday for a cost of around $ 2.50/each. All this is done automatically for him. He receives a text & email when a new comes in, he calls the lead.
Simple as that.
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