There are some really scary stats out there when it comes to sales follow up…
According to the National Sales Executives Association only 48% of sales people never follow up with a prospect. Yet, 80% of all sales are made on the fifth to twelfth contact with a prospect.
Here are the stats for sales people’s activity in follow up:
- 48% of sales people never follow up
- 25% of sales people make a second contact and stop
- 12% of sales people only make three contacts and stop
- 10% of sales people make more than three contacts
Now, check out the stats on closing deals:
- 2% of sales are made on the first contact
- 3% of sales are made on the second contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- 80% of sales are made on the fifth to twelfth contact
You can either look at that and think “why do I have to follow up so much” or look at it and see all the amazing opportunity because most sales people are lazy.
But, we get it…
Follow up is tough. It’s grueling work that can wear you down.
So, we’re always looking for ways to shorten the follow up cycle and engage with a prospect sooner. That’s why we recently implemented a text message follow up for new prospects (like brand new) that has doubled our engagement results and conversions to a Discovery Call.
This is best used for a new lead or prospect within a day (hours if you are able) of them entering your pipeline.
Here’s the script:
Hi [Prospect First Name],
Its [YOUR NAME] from [YOUR BUSINESS NAME]. You recently [action they took].
I wanted to see if/when we could set up a quick 5 min call to discuss [results they want]?
There are few reasons this works…
First, text follow up is best for those prospects who are familiar with you and your brand. The fact that a new prospect just took action on something (click an ad, complete a form, download a guide, etc) means that they are primed to solve a problem and know who you are.
Second, you identify yourself and your brand right out of the gate.
Third, you keep it short and sweet.
Finally, you add some value. The call to action of setting up a call to help them brings value to the relationship.
Implementing this text message into our first contact with a prospect helped us get them engaged in a conversation and moved them to a Discovery Call or quick qualifying call.
BONUS
If that single message doesn’t work you can follow up 2 days later with this…
Hey, just checking back in to see when we can chat.
That simple follow up helped us to move 4 prospects further down the sales pipeline in our first attempt at using it.
Feel free to personalize and adjust these texts to fit your business and your Ideal Client.
If you want some help putting together a follow up system with us and we’ll breakdown your sales pipeline and get a solution in place.
