If I had a dime for every client and prospect who came to me complaining, in the last year, that despite their best marketing efforts their project wasn’t working or their company wasn’t growing, I could retire.
In each of these cases, when we drilled down to look at what they were doing we discovered a consistent problem – no one was picking up the phone and actually making that outbound call.
True, they had sent out a direct mail piece and even included a promotional product to boost response rates. Yes, they had connected on LinkedIn. They even spent money on SEO work for their website. In each case, however, no one had stopped to create a system. A system to get the sale.
Research from Velocify has shown that Six Calls Equals Success, and according to Inside Sales:
But statistically speaking, 85+ percent of organizations don’t make enough calls. Sales industry research from multiple studies consistently shows that the absolute bare minimum number of attempts to contact at least 50% of your leads is six.
The average rep’s performance? Between 1.7 and 2.1 attempts before they give up.
If you want to grow your sales and your business, you need to have a system and you need to pick up the phone, and often.
Creating your system:
To create the system you need to do your research. Determine how best to reach your prospects and even your existing clients to get new and more business. Look for trigger events that you can use in your calls and emails. Provide value in each contact point and keep it short, remember you will need to leave multiple voice messages.
A few bonus tips for your system:
- Include a promotional product mailing in your efforts so that when you call your name is familiar.
- Have a mutual connection on LinkedIn, ask for the introduction.
- Have content that you can share at the ready that addresses your target audiences main concerns or issues and share it
- Personalize the templates that you use for your email.
Not sure how to set up your system or create the perfect mailer for your company contact us. We have resources that we are happy to share – excellent sales trainers to recommend, and case histories that can spark your thinking.