According to the website, marketingdonut.co.uk, research suggests only one in every 50 deals is struck at a first meeting - yet many salespeople give up after just one or two lines of communication.

Anyone who believes they can go into a sales situation armed with ‘sure-fire sales techniques' and make sales is seriously misinformed. Professional salespeople must get to know their prospects, understand the ‘pain points’ and provide information of a great product for the business to be successful. They build relationships and value trust by engaging in ongoing dialogue (otherwise known as follow-up). It takes a great detail of work and knowledge in order to lead to the same and not the ‘sure-fire sales techniques.

Why don't people buy first time?

There are many reasons why people who could benefit from your product, service or expertise do not buy it for the first time. At least not without further prodding. These include:

· Inertia

· Lack of time

· Too many other things on their mind

· Concern about cost

· Cash flow

· Budget constraints

· Your failure to do enough marketing to establish your business so they'll buy without question.

 

None of these are negative. They are just psychological and transactional realities you must become aware of and recognize - which is why follow-ups are so important.

Yet isn't it amazing how often you express interest in a product or service, but never hear from the person or company again? It happens all the time. Research shows, amazingly, that only 20% of sales leads are ever followed up. In other words, 80% of potential opportunities are lost without trace simply due to lack of follow-up.

People and companies who don't follow up, who do nothing to build up that trust and relationship, cannot succeed. People need to be sure they're making the right decision before they commit to a purchase.