Monday's Message

I work with a friend and was extremely impressed by his use of time management and outside resources to accomplish what I believe to be a very efficient lead generation and call setting system.  He sources research using an on line system that is paid by the lead phone number (something like Fiver) and then a call setting person to pre-screen his calls and set appointments (again something like Fiver). It’s extremely efficient and literally multiplies his time by a factor of 10 or so when you consider the cost of the transaction as outsourced versus him doing all of the research and heavy lifting.  He’s far more productive and hes’s able to add value where he can most appropriately add value. I was very impressed about this use of time and resource!

He sent me the below as rationale of why he works this way and the benefits – I thought I’d share.

Dr Jeffrey Lant, innovator in internet marketing talks about “the seven touches” when building a relationship to gain business. Nowadays experts agree that it takes at least 5 ‘touches’ or contacts to get 80% of sales:

• 2% of sales are made on the 1st contact (touch). The person buying knows exactly what they want and there is URGENCY
• 3% of sales are made on the 2nd contact
• 5% of sales are made on the 3rd contact
• 10% of sales are made on the 4th contact
• 80% of sales are made on the 5th contact (most people give before the 5th contact)
• 25% of sales reps stop after 2 contacts
• Only 8-10% make 3 or more contacts.
• Between 40 and 70 percent of all sales leads are not followed up
• Of leads not followed, 40% of them will buy from SOMEONE within 12 months. 80% will buy within 24 months.

Tenacity and persistence do pay off. Work up a plan that includes at least 5 touches over a period of time. The telephone is, has been and will always remain our main business tool though there are ways we can augment our telephonic activities with emails, mailers, articles, industry information, newsletters and more. Make sure that, what ever you do, it conveys your professionalism, your business and how you can help the person you sent it to.

Have a great week – use your time wisely . . .

Don’t be a smoldering ember in the burning fire of success.