November 29th, 2009 
James Rikter According to a recent study of buying habits, 80% of prospects buy after the 5th contact with sales. The problem is that most salespeople do not follow up beyond the 2nd contact. Why?
With limited time in the day, salespeople often mull through their leads looking for those that they can close on the spot. This approach is short-sighted if it does not include provision for follow-up with warm leads that represent the vast majority of your marketing budget. Hopefully you can see the need for a solution to harmonize lack of time with necessary follow-up for customers that are interested, but just not ready to sign up yet.
How many times have you spoken with a prospect only to find that they recently signed up with someone else and that you’ve missed your opportunity? You see, when you get a one-call-close, it’s usually because the customer has already considered a product or service similar to the one you offer. You profit from others who prime leads for the sale and fail to follow-up. This may sound good, but it works in reverse too.
It’s important to remember that customers buy when they’re ready to buy, not when you’re ready to sell. So, the key to increase your sales is by keeping your message in front of ALL your customers and thereby increasing the odds that your company will be there when they are ready to purchase.
But isn’t it impossible to give ALL your prospects 100% of your attention? NOT SO! You just need the right tools for the job. You need business automation software.
Business automation software can follow-up on your behalf and show your customers that your company is dedicated, committed, and worthy of their business. By automating your follow-up, you can make sure that every lead your team is working is receiving appropriate, personalized communication at every step in the sales or customer service process.
You become more efficient with your time, and make the best use of your hard earned leads. You’ll close more sales and churn out satisfied customers like never before.
By incorporating business automation software, you can spend time with your hot leads without fear of neglecting your warm leads.
Instead of hearing, “Thanks for checking in, but we already signed up with your competitor a few weeks ago”, you’ll start hearing, “I appreciate your dedicated follow-up – where do I sign?” Utilize the powerful benefits of business automation software to follow-up like a professional and take your company to the next level.
Brightpath Systems offers comprehensive business automation services for small and medium sized businesses. Check out their online guide to discover how you can use Business Automation Software to increase your profits and grow your company quickly. Brightpath Systems is a certified partner with Infusionsoft, a leading provider of Small Business Management Software.
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