I recently came across these statistics about how frequently sales professionals follow up with their prospects. When I read this, I was shocked:

• 48% of sales people never follow up with their prospects.
• 25% of sales people make a second contact with their prospect and then they stop.
• 12% of sales people make three contacts with their prospect and then they stop.
• Only 10% of sales people make more than three contacts with their prospects.

• 2% of sales are made on the first contact with a prospect.
• 3% of sales are made on the second contact with a prospect.
• 5% of sales are made on the third contact with a prospect.
• 10% of sales are made on the fourth contact with a prospect.
• 80% of sales are made between the fifth and twelfth contact with a prospect.

If you are a part of that 90%+ who are not adequately staying in touch with prospects you probably have a myriad of reasons why you are unable to do so. And those reasons are probably not because you don’t know that you should. You’re probably not following up with prospects because:

1. You don’t have the time.
2. You don’t have a system.

If you don’t have time, you definitely need a system.

If you don’t have a system, do you know what web based CRM is? Find out more.