I have often hear the term the fortune is in the follow up. We have discussed the importance of great customer service but I found this little study and boy is it an eye opener. It really goes to show that most of us give up way too easy. The key is to find a way to make your phone calls polite and professional and I often ask permission to call back in two weeks (etc...) as long as they have said sure, then I am not hounding them - I am comfortable making the call because I have told them I would and I am a woman of my word.. this works for me because when I go to whimp out on making the call (fear of getting a "no") - I remember that I told the person I would call and feel I need to keep my word. Check out these statistics and it is no surprise that many of us give up too fast. I found this very interesting.
PERSISTENCE PAYS!
80% of all sales are made after the 5th call.
48% of all sales people GIVE UP after the 1st call!
25% give up after the 2nd call.
12% make 3 calls and then stop.
5% quit after the 4th call.
10% keep on calling after the 4th call.
And to this PERSISTENT 10% GOES 80% OF ALL SALES!!!!
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WOW!!! That is a really interesting fact! I had no idea about those statistics! Persistence is now my object of the game! :)
ReplyDeletePersistence is definitely key. You know, I was just getting frustrated because I've been leaving a lot of voice messages lately, but after reading this, I'm not discouraged anymore. I am going to make some more calls now. ;) Thanks!
ReplyDeleteAnd how worth it that was! Got a booking. :D
ReplyDeleteWay to go Shades!!
ReplyDeletePersistence with permission. People are sometimes loath to say "I am not interested/I changed my mind" but instead will be passive aggressive when you call. Or they were with me. I tried to let ppl know that if they were not interested, then I would happily leave them be; I just can't tell what people don't communicate to me. If you SAY "I'm just busy" when what you mean is "I don't want any" then it throws me off.
ReplyDeleteI think texting is very good and useful these days. A brief message such as "new lipstick shades! wanna try?" would be much easier for me to do than phone them up...but that's just my personality at work.
I have found that honest does work best. If I think someone isn't interested, I say, if you aren't interested, the kindest thing to do is just let me know. I don't want to waste your time or become a pest and I don't wnat to frustrate myself or waste my time either. If they are not interested - they aren't offended and if they are interested - they appreciate your honesty and follow up. - Wondering stresses me out - so I have just learned how to ask .
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