Create a multi step sales process

Much research is telling us that our prospective customers are unlikely to buy from the first or even second time that they touch us. Some research is pointing towards between 5 and 7 touches before the prospect will buy. Obviously this will be different for different sectors, but it does tell us that we can no longer rely on the first or second contact, which is when most people give up.

Our own research tells us that most people give up after one follow up to an initial meeting or telephone conversation. However can we encourage you to have a 'Multi Step Sales Process' to build a relationship with your prospect and respect that they may not be ready to buy immediately.

So firstly have excellent methods of generating leads and the collection of a prospects contact details. Then create a systemised approach to contacting your prospect at least 5 times with information that can help them with their problem or need and ensure that these touches are not solely your sales messages.

The objective of your communications should be to remind them you are here, what you have to offer, how you can solve their problem or reduce their pain and answer their need.

You can use email marketing systems, like our InTouch software, to create Autoresponder campaigns that simply send emails one after each other at a specified time. However remember different people will engage in different ways, so mix up your emails and include direct mail and telephone plus perhaps a face to face meeting to build that relationship and engagement with you.

www.a1-marketing.co.uk