I read a statistic the other day that said in good economic times it can take as many as five to six contacts with a prospect to make a sale. The article went on to say, in tough economic times it increases to ten to twelve and in THIS economy it has grown to fifteen to sixteen contacts. (That includes in person, phone calls, notes and emails.)
Now, I have no way of knowing if those statistics are right…
But regardless of the exact number I think there is a strong message there. Our economy is challenged, trust for many consumers is no longer given lightly, and the idea of building true relationships is based on your ability to communicate value to the prospect or client. As well commitment, consistency and working a process are the true way to sales success.
I see huge opportunity right now…
There is a huge opportunity for sales people who truly develop their skills, believe in their product or service (people respond to authenticity), and are truly in it for the long term. Sales is about building relationships and trust. Trust is built through consistent positive behavior and interaction. Sales is about understanding and delivering what your prospect needs when they need it. It is about representing products and services that truly stand up and deliver real value for the customer. Lastly, sales is about long term and staying the course.
Think of your own buying behaviors now.
Most likely, you are spending money, but you are more cautious about it now. Use yourself as an example. Would you buy from you? Or better yet, what do you want from someone who sells to you? What would it take to get you to purchase a product or service right now?