7 touches to a sale
Sales trainer extraordinaire Jeffrey Gitomer says it generally
takes 7 touches before someone buys. When you're working with a
new prospect, how many touches are you making before you are looking
to do the deal? Selling genres vary greatly. But regardless, we
can greatly enhance our stickiness through better touch. Think about
these: * Do I have a systematic plan in how to "touch"
my new prospect effectively during the follow up/consultative selling
phase? * Am I skillfully using notes, letters, and emails to gently
touch? * Am I using them to confirm appointments, to thank them
for their interest, and to immediately follow up after a call? *
Are my words authentic? Do I do what I say, when I say? Small things
in the area of touch greatly warm up prospect relationships. But
just as great fishermen can lose fish by neglecting basics, so can
we who sell. Small, strategic focus with how we touch prospects
can immediately enhance our effectiveness.
