Are you having trouble getting motivated to prospect here in the new year (fun!)? As I’m putting my plans together for 2019, I was curious to learn how things have changed as calls, emails, social and other tools have evolved, and how the buyers are responding. Here’s a summary of my top findings…
Takeaway: Many sales reps make the mistake of calling during lunch hours. It turns out that most people are not receptive of a sales call when they are on their break, so call in the late afternoon.
Takeaway: Don’t let this stat stop you from prospecting on Monday, Tuesday, Friday, and the weekend. Every day should be a prospecting day.
Takeaway: Prospecting is hard and most of us hate it. But if you give up on a prospect after too few attempts, you are passing up a potential sale. Be persistent and determined.
Takeaway: Give your prospects the information that they need to make an informed decision. Once you have successfully created value, your prospects will want to follow through by moving on to the next step of the process.
Takeaway: And you can bet that that percentage has gone down even more since then. No one likes listening to their voicemails. Save yourself (and your customers) valuable time by getting them on the phone. This ensures that you will be able to address their questions and concerns in real time.
Takeaway: Although this stat is really about email marketing vs. social media marketing, it’s a good reminder of the general importance and power of email. It is worthwhile to improve your ability to craft impactful emails with effective subject lines and calls to action.
Takeaway: If you send more emails, you’ve got a 25% chance to hear back. (YesWare)
Takeaway: First impressions are everything and the subject line of your email is your introduction to your potential customer. Let them know right away that you have something that is valuable and worth their attention.
Takeaway: If done right, social selling really works.
Takeaway: Referral-based selling is a surefire recipe for success. A referred customer is already pre-sold on the credibility of the sales person, product and company which makes these types of opportunities the warmest sales leads.
https://blog.thebrevetgroup.com/21-mind-blowing-sales-stats, Brian Williams, PhD