Generate 50% More Sales At 33% Lower Cost
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc
- Word Count: 356
- Time To Read: 96 Seconds
According to Forrester Research, companies that nurture their database of leads make 50% more sales at a cost 33% less than non-nurtured leads. Therefore, it is imperative to set up a drip marketing system to help nurture your database of prospects, clients, past clients, referral partners, etc. with educational building content.
Read These Sales And Marketing Statistics.
Before I wrote my book Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You, I conducted extensive research on 1,000 businesses and salespeople. Here is what I found:
- Salespeople Give Up Way Too Early - 50% of all salespeople stopped calling or sending information for at least 9 to 12 months or altogether to a prospective buyer after their first unsuccessful attempt at moving the sales process forward. A number that skyrockets to 98% after their third unsuccessful attempt.
- 66% Of Newly Hired Salespeople* – Close to 66% of all newly hired salespeople quit or get released after 9 to 12 months of employment.
- Salespeople Can’t Predict A Prospect’s Close Date - 95% of all salespeople could not predict the actual close date of a sale with any degree of accuracy when given a 4- to 8-week “prospect close date.”
- First-Time Appointments Or Events - 75% of all first-time appointments or events with a prospective buyer or referral source happen after a salesperson’s 4th phone call, e-mail, or face-to-face contact.
- It Takes 15 – 30 Conventional Touches - In a medium- to high-value business-to-business sale, it takes 15 to 30 conventional touches by a salesperson (phone conversations, face-to-face meetings, voicemail messages, personal e-mails, letters, and so on) before a cold prospect or referral source is defined as being “sold or closed.”
- Few Businesses Train Their Salespeople - 90% of all small- to medium-sized businesses did not conduct any consistent sales training for their payroll sales staff.
Lead conversion is critical for all-sized businesses, including yours. Therefore, a sales leader needs to:
- Be consistent in their lead nurturing activities, i.e., drip marketing.
- Actively manage the follow-up process for their salespeople.
Bottom line: If you or your business isn’t top-of-mind when someone is ACTIVELY seeking what you are selling, the sale will go to a competitor and NOT you – which is the #1 reason you need to have an active drip marketing system running at your organization.
*At smaller, privately-held businesses.
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.
To hire Glenn for your next conference, visit DripMarketingSpeaker.com.
© Drip Marketing, Inc. All Rights Reserved May Not Be Used Without Written Permission.