No idea, and if anyone says they do know then please get them to call me as I’d love to find out. I see stats all over linkedin on how many times it takes a prospect to buy, but from my experience it’s totally different in each circumstance.
We are all selling different products, have different sales techniques and create all sorts of different types of leads, so these stats we see have to be taken with a pinch of salt. If someone calls in looking for your product, has the budget and wants to buy today, does it matter that you haven’t spoken to them before?
- It may take a car salesman just one conversation on the forecourt before closing a sale.
- It may take a IT specialist 54 communications to close a deal as it’s a huge investment and may take a lot on infrastructure change to be able to change suppliers.
- It may take a office supplies company 8 communications to close a small order of paper and pens.
I agree though that most sales aren’t won within the first 1 or 2 communications, but does with mean we automatically say to ourselves “no they aren’t going to place an order with me because I’ve only spoke to Joe Blogs once”. Surely this is barmy, why act differently on the second call than you would on the 22nd? If you have ticked every box, the prospect can benefit from the product, the prospect believes in the product and you, then why shouldn’t we ask for the sale on the 2nd call?
Let’s be honest though 90% of prospect won’t even let you know if you’ve ticked all the boxes until way past the 2nd communication, which is a pain the arse!
Instead of using these stats that we see published with a nice picture in the back ground (which does look nice I have to say), why don’t we just use our own and industry experience on when the prospect is most likely to close?