How Many Touches To Make A Sale?
As many as it takes. Period. End of Story.
Ok, now that we have that out of the way....I want you to deprogram yourself of every internet sales article you've read that told you it takes 7 touches, 6 weeks, 5 no's, or some other sure-to-be-true statistic that will lead you to sales success.
People are individuals and as such there is no such thing as a magic formula for how many times you must sell to them (or be rejected by them) to finally achieve success.
Here's your ratio.
It takes as many times as it takes to make a sale, balanced with however many times you are WILLING to call on a prospect. As such, an individual might need to "get to know" you for 3 months before they would be comfortable referring, yet you might not be willing to put that much time into the account.
Because the potential payoff is too small to justify your time spent on the account....AND if you take that time and use it on a different account your results could be better.
On the other hand, the potential of an account could be so great, that you are NEVER going to be willing to leave it, no matter what. In this case you'll do whatever it takes, for as long as it takes in order to win the account.
So....now you understand it "takes as long as it takes" to win business.....and the internet lied to you about it!
We're in the early stages of planning an in person, COVID safe sales training session the Dallas area in March 2021. We'll use a larger room, social distancing, masks, and packaged lunch and snacks. If you'd like to be on the list of agencies that will be invited to attend, email me and I will get back to you as soon as we finalize the date and location.