From the course: The 52 Best Sales Prospecting Tips

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It’s all in the follow-up

It’s all in the follow-up

From the course: The 52 Best Sales Prospecting Tips

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It’s all in the follow-up

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- Have you ever had a fantastic conversation with a prospect that never went anywhere? Maybe you cold called them, maybe you met them at a networking event. But they're on the market for just what you're selling. They're the decision maker, they've got the budget, and they want it as soon as possible. So it's a no-brainer. It's like stealing candy from a baby, so you give them your card and you tell them to call you and you'll have the product ready to ship tomorrow. And they never rang. You awaited their call, you refreshed your email, but there was nothing. Do you know why that was? That's because statistically, 2% of sales are successful on their first contact, 2%. That means for every 50 great conversations you have, just one of them is actually going to buy. Considering most of us only have a few good conversations a day at best, I don't like those odds when you're chasing targets. So let's say you chase them up.…

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