Fix Your Follow Up to Close More Sales | Cool Study From Infusionsoft’s InfusionCon 2010

Last week I attended Infusionsoft’s annual users conference, InfusionCon 2010 at an absolutely beautiful resort just outside of Phoenix, Arizona.

You can read my other blog post on the conference here InfusionCon 2010: Why Infusionsoft is the Ultimate Marketing Software.

Even if you are not an Infusionsoft user, there were a tremendous amount of great resources and tips to learn from the vendors and speakers about marketing your business online.

One of the key concepts that Infusionsoft and their presenting affiliates preached was the importance of following up with your prospects throughout the sales and marketing process.

One speaker presented a study done about sales and marketing and the “gap” between follow up efforts and actually closing a sale.

The first sales figures that were presented showed the average sales contacts made and the related close rate.

The second figures that were presented showed the average number of contacts made by marketers and salespeople before quitting or giving up on the sale.

Now I am not a mathematician, but a simple analysis says to me that 10% or less of the people selling are closing 81% or more of the sales, just because they have a better follow up system and are making the contacts to build relationships.

People want to buy from people, not faceless companies. Using automated marketing tools like Infusionsoft can help with the follow up process, but ultimately you must focus on your prospects and build relationships with them.

Fix your follow up, make the contacts, and you will close more sales.

Trust me, it works.