How Often Do You Need to Follow Up With Prospects?

~by Haley Lynn Gray~


There are some interesting studies and statistics out there that seriously affect your closing rates. They are why I tell you to follow up with a prospect until they either tell you to go away, or they die. (Because in the senior home care and placement industries, sometimes our prospects do, unfortunately, pass away.)

Follow-up-with-prospects-compressor - How Often Do You Need to Follow Up With Prospects?Here are 3 statistics that should make you think about follow-ups with prospects and your rate of success:

  1. 80% of sales require 5 follow-up phone calls after the meeting. [Source: The Marketing Donut] 
  2. 44% of sales people give up after one follow-up. [Source: Scripted]
  3. The average sales person only makes 2 attempts to reach a prospect. [Source: Sirius Decisions].

Take a few seconds and think about those statistics and what they mean for your business.  If you want to get more customers for your business, you need to follow up. It means that you need to follow up several to many times. If 80% of sales require 5 follow-up phone calls after the meeting, then you had better be making at least that many follow-ups!  

When you follow up, you need to have a plan in place for what you’re going to say and when you’re going to say it. You should also think about how often you plan to follow up, as it will vary depending on circumstance. For instance, if you are buying internet leads for your business, you’ll want to follow up with them as soon as possible, and then again several times per day until you get in touch with the client and get them scheduled. The faster you follow up, and the more frequently you follow up, the better. If you were to follow up like that with someone you’ve already talked to and met with, you’d probably drive them crazy.  

The moral of the story is just to follow up. If you’ve met with someone, you might schedule your follow-up calls after one day, then every week for a month, then every month after that. It won’t be instantaneous, but you will achieve the results you’re looking for.

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Meet the Author: Haley Lynn Gray

Haley-Lynn-Gray__IMG_2025-compressorHaley helps female entrepreneurs create a strategy plan for their businesses – so they can make enough money to spend quality time with their family, pay for their children’s dance lessons, pay bills – and not worry about where the next client is coming from.

Haley is a serial entrepreneur and founder of Leadership Girl. She helps other entrepreneurs build their businesses by sharing the benefits of her business education and experience through Business Coaching.

Whether you want to get a new business off the ground or expand an existing business, Haley can assist you.

Connect with Haley:


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