Coaching | Collaboration | Connections

Are You in That 12%?

in Cathy's Blog

Attending networking and industry-specific events is a MUST for business success. Here’s the catch. . .

Saying hi, a bit of small talk and the exchange of business cards will NOT get you more clients. If your focus is to collect enough cards to wallpaper the hall closet then you will accomplish this in no time – you need to follow up.

Statistically, over 63% of businesses DO NOT follow up with prospects after first meeting them.

25% of sales people make a second contact then stop.
12% of sales people will make more than three contacts.

Now let’s translate that into revenue.

Less than 2% of sales are made on the first contact
3% of sales are made on the second contact
4% of sales are made on the third contact
11% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact ¹

Just imagine how much money is being left on the table. So, creating and using a follow up system is not only smart but a guaranteed way to increase your business and your revenue.

Put a follow up strategy in place. Include yourself in that 12% by connecting at least five times:

  1. Within 24 hours of meeting them at an event, send brief email telling them how  nice it was to meet them and that you enjoyed the conversation.
  2. If this is a person of interest to you, ask if they would like to meet for coffee/tea.
  3. Ask their permission to send them your monthly eNews.
  4. Refer possible business to them, or send them an article of interest.
  5. Invite them to an event or industry function you think they may find interesting.

It takes thought and effort to build your business. If it wasn’t work, the word would be “net-slacking”.

¹based on personal and company sales statistics from 1998-2010

Now Go Get Connected!

Cathy Oct'09About Cathy Kuzel

With 25+ years of experience as a successful Entrepreneur and Business Consultant helping Entrepreneurs succeed, she is recognized across Canada for her in-house and public seminars on “All Things Small Biz”. Named one of the Top Ten Mentors in Canada, Cathy is the Founder of The Connected Woman Association, Author of “Are You a Collector or a Connector?”; “I’m on the Phone!”; the internationally known “Daily Espressos” and is a networking maven.