Kenny’s AXIOM #2: Repetition Rules.
Axiom #2 for marketing and sales: Repetition rules!
Just look at a study by the National Sales Executive Association that I was reminded of over at Sujan Patel’s blog.
In it they found that almost half — 48% of sales professionals never follow up!
That’s great news! First of all, that’s your competition.
Second, 10% of sales activity doesn’t actually happen until you are following up and have the 4th interaction or so.
Just look at this graph: a whopping 80% of deals are closed after the 5th contact.
REPETITION OF YOUR MESSAGING RULES!
You need to repeat your calls to action within your messaging. You need to amp up the number of times you reach out to follow-up and repeat the offer to help.
This is where lead nurturing and marketing automation with email sequences, etc come in.
But the bottom line is that you need to start building in repeated messaging and follow-ups into your process immediately.
How many follow-up messages do you send before giving up?