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.

I was totally shocked at the first one - 48% NEVER follow-up with prospects?  Whatever were they thinking?  Perhaps that people were sitting around waiting to be contacted and then jumping at whatever was offered to them? Without knowing the person, without developing a relationship?  Oh my, that's so hard to believe!

Sounds to me like 2010 should be the time for a change if you don't have a system in place! If you need help in developing a system, contact me.  As a Netweaving/Networking Coach this is one of the first areas we explore as we are developing our plan of action.  If you have questions, don't be afraid to ask!

Your comments and thoughts on this subject are welcome.  Please post your comment(s) below!

To Your Networking Success!

Carol

Carol Deckert, Netweaving Coach

Carol Deckert is a Networking Coach and the Netweaving Expert for Group Coaching Mastery. She's the founder of Referrals Unlimited Network, has more than 8,300 first-level connections in LinkedIn and approximately 1,000 “friends” on FaceBook and more than 4,000 followers on Twitter! Carol knows you do need the numbers before you can accumulate quality connections, because not every connection will be a good one for you. Through her netweaving work, she helps others learn to do what she did, save them lots of time and heartache, by teaching them how to network efficiently and effectively. Contact Carol on Skype: Deckert1116

2009 is coming to a close and we're embarking on a brand new year in 2010!  It's the perfect time to reflect on the experiences, people, relationships and interactions of the year.  I don't know about you but I've learned so many valuable lessons this year.  With each lesson, I know I move with great intention toward new and more exciting ventures via connections, conversations and relationships with lots of very kewl people.

I wanted to take this opportunity to share intentions for 2010 and review the amazing resourcefulness and sheer know-how of the powerful experts of Group Coaching Mastery.  Each of these experts possesses a truly special gift that shines through in their sharing and caring.  They totally rock!

Lisa Manyon, Copywriting Expert

Lisa Manyon is a such a savvy businesswoman!  We haven't actually met in person but I feel her presence in the way she shows up and shows out as the consummate professional she truly is.  Lisa knows copywriting and lots more.  My favorite blog post by Lisa shares powerful yet quick ways to write great headlines.  I'm looking forward to more exciting posts and savvy action from Lisa in the new year. Lisa is really a copywriting super star!

Regina Baker, Ecommerce Expert

Regina Baker knows her stuff!  I learn something new about shopping carts, ecommerce and even affiliate marketing with every post.  Regina's post on shopping cart blunders was eye-opening.  Who knew there was something called a "smooth cart path" to consider to guide folks easily through the buying process?  I'm ready to learn so many more ins and outs in the new year with Regina–let's go!!

Lou Bortone, Online Video Expert

Lou Bortone is an online video visionary!  Why? Because he gets the magic of video and it's power to transform the planet.  In today's world, where most people are still trying to get the blogging thing down, Lou has a mastered online video and readily shares his expertise, paving the way for innovation for the rest of us.  How kewl is that?! Lou is the Go-To Guy to go viral with your online video in the new year.

Carol Deckert, Netweaving Expert

Carol Deckert is an energetic connector.  She knows how to build relationships and shares those relationships to pay-it-forward for all involved.  Her netweaving post gave me real insight in to the art of networking.  Carol is delightful and I know she has lots more to wisdom to give in the new year.  Who do YOU know who…?

Lisa Angelettie, Article Marketing Expert

Lisa Angelettie is the article marketing expert for coaches!  She's always looking for ways to help us get more coaching clients and ultimately, grow our coaching business.  Lisa gets to the heart of the matter with proven strategies and I just love that!   I know Lisa has more resources and strategies to help ME succeed in the new year.  KEWLIO for you, t!

Kristen Beireis, Marketing Implementation Expert

Kristen Beireis is an awesome implementation professional!  She keeps me on my toes and supports me with lots of kewl, new learning.  Her post on implementing new marketing systems is evergreen and very appropriate for this time of year.  I'm so excited about learning more from Kristen about marketing implementation in the new year.  You are my shero, Kristen — the coaches marketing source indeed!

Shannon Cherry, Publicity Expert

Shannon Cherry is THE power publicist!  Not only does she know publicity and media.  She also knows how to leverage tools and technology to get visibility for your group coaching programs.  Shannon is aptly known as the power publicist helping folks to be heard in a crowded marketplace.  Oh, what kewlness the new year holds for you to be heard!

MaryPat Kavanagh, Social Media Relationships Expert

MaryPat Kavanagh is a social media connector who loves joint ventures.  She knows how to leverage social media tools to create profitable relationships for the communities she serves.  I know MaryPat will offer more insight to help you build relationships and create joint ventures in the new year.  WOOHOO!

Wendy Y. Bailey - Master Certified Group Coach

By the way, the timing of this post is quite deliberate. At 5:14 pm Eastern on the day this post is published we'll experience a full moon/blue moon eclipse.  I won't go into the science of it but the message is very clear:  Our lives are a gift that we need to take seriously. Celebrations and parties are a wonderful thing, but this Full Moon/Blue Moon Eclipse wants us to take a look at our life and create something wondrous.

Create something amazing and wondrous in your group coaching business in 2010!  I look forward to serving you with Group Coaching Mastery!

Big HUGS and MWAH!

WendyY

Today, when I checked my emails, I found a very important message from one of my LinkedIn connections.  I wanted to share her message and my response because I feel there is a very valuable lesson to be learned.

Here is the message I received:

Good afternoon,

Hoping and praying all is well.  As I was sending out messages to my connections to see how they were doing, I received back a message that one of my connections, Jeff Regan had passed away on August 2.  This was a shock to me as I just assumed everyone is alive and well.

Jeff was a really kind man who always sent his connections update messages on what was going on in his life and how he may assist with his business.

I know we network here mainly for business purposes, but take time out to see how your connections are doing personally.

My response, while reminding myself that I need to do a lot more of this was:

We all pride ourselves on our networking abilities, but for some reason, seem to get bogged down in all other business activities, with the mindset that I'll do it later.  Later just keeps getting pushed back further and further and then we don't do it.  Pretty soon, it is lodged so far back in our memory that we just move on to other things.  All of a sudden, it's too late.

The connections you worked so hard to make, the relationships you were beginning to establish, and the ones that were already established could be completely demolished in a heartbeat!  Who wants to be known as a networker who does not have the energy, the compassion, the drive to keep in touch.  Do we only want to contact our network when we need something?  No, and I do mean, NO!

Keeping in touch is so critical to our network.  Not only in having the opportunity to share good things with one another, but in the times when necessary, share some sad information that could prove to be beneficial in the support of the family members when something traumatic happens to one of our connections.  Take the example above, about Jeff Regan.  I feel so bad in the fact that although I didn't know Jeff well at all, if I had kept in touch, I might have known he was not feeling well, been involved in an accident, or whatever it was that caused his death.  I could have sent thoughts, prayers, general condolences to his family members during their time of grief.  I could have shown them I am a thoughtful, kind, compassionate person.  Isn't that what we want our network to think about us? More on Are You Keeping in Touch with YOUR Network?