I’ve become a bit of a self taught student of sales and marketing. Perhaps not as much out of desire or choice as necessity. After all, if I don’t tell potential clients about my services, who else will? And really, when you consider what it is we do for a living, voice over, is a large part of it not selling a service and marketing a brand?
However you do it, via telephone, email, networking groups, social media or otherwise, prospecting is vital if you’re going to succeed in business. Not just voice over. Any business. You need to have clients and you find them by prospecting.
Here’s the thing about prospecting, it doesn’t always lead to gold. In fact, it often leads to nothing at all!
Here’s another thing about prospecting if you give up after your first attempt, you’re never going to find gold.
A Few Facts About Follow Up
I came across some interesting stats from the National Sales Executive Association the other day in my reading. I wanted to share them with you here because they offer a lot of food for thought.
- 48% of sales people never follow up with a prospect.
- 25% of sales people make a second contact and stop.
- 12% of sales people only make three contacts and stop.
- 10% of sales people make more than three contacts.
- 80% of sales are made on the fifth to twelfth contact.
Which category do you fall into? I know where I landed… and I’ve got some more prospecting to do!