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The Need for Persistence in Sales and Delivering Value to your Customer

The following was a presentation by the Michiana BNI Education Coordinator, Marty Werling, President of Sights and Sounds, Inc.

Lincoln-7-failures-Before-PresidentIn sales, we all know you have to be persistent to succeed. I'm sure you have heard of the rule of 7, it takes 7 calls on average to close a sale. Well, now because of all the information people are flooded with from all our modern media, that number has increased dramatically, it's more like 10 to 12. 


Some new numbers for you to digest with your breakfast are:

2% of sales are made on the 1st contact.

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 - 12 contact.

And if that doesn't get you...

87% of all leads are never pursued.

45% - 63% of all leads eventually buy the product or service from someone.

48% of all sales leads that are pursued are dropped after the first call/meeting.

80% of all sales close after the fifth contact/meeting (see above).

73% of sales people do not have a growth plan for their top five accounts.

I know you are going to make the extra phone call today, but when you do, you need to remember to add value to your persistence.  Persistence without value is empty.  How many of us are guilty of calling up our prospects just to see if check is ready? 

Here's some tips of adding value when you are making that follow-up call:

1. Perhaps you could give your prospect a sales lead. Wouldn't that get their attention.

2. Give them an idea how to serve their customers better, maybe Google their industry and see if you can send them an article that can help them provide better customer service.

3. Give them 10 things to improve morale, productivity, or profit.

4. If you can give your customers some free publicity or media exposure, add them to a direct mail campaign of yours or put them up on your Facebook page.

5. Set up a Google Alert on your prospect or their industry and give them some spanking new information you've gotten.

This will set you apart from the other guy that is just calling and asking for a check.  You need to add Persistent Value, not just Persistence.

Marabel Morgan said "Persistence is the twin sister of excellence"

I'm sure today you will achieve excellence in your persistence.

Thanks Marty,


"I strongly support BNI - Business Networking International - and the referral process" - Dick

Topics:   Results Gained with CRM Sales Productivity Improvements Sales Improvement Areas Value creation selling

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