If you have a sales team or employ third parties to canvas for new business then you have an advantage in the market, however it is a fact that 48% of sales people never follow-up with prospects, 25% only make a second contact and then stop, and 12% only ever make three attempts.
These same statistics also highlight that it takes an average of five attempts to gain a new account, so you can see that a lot of business is lost through a lack of targeted persistence.
This is not the case with myself, so I hope that you see this communication as a sign of my continued commitment to our program and the benefits that I know it can provide to your business.
It should never be the intent to try and sell something that a business owner is not interested in, however in making a decision to persist, consider the following. If only a staggering 10% of potential new business receive more than three contacts, then a small fortune is being lost because:
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact and
80% of sales are made on the fifth contact or more
You can read more about the cost of a sales call in my opinion piece in the next edition of the C&I magazine (Aug-Sept).
Stock Box is the first B2B program of its kind, working with the greater independent convenience and newsagent channels, putting your products in the hands of real decision makers, and we do it all for a fraction of the cost and time involved using traditional methods.
Of course every company has different business requirements and I would welcome the opportunity to discuss your specific needs or challenges, and tailor a program that is designed with you in mind.
Thanks for reading
Craig Matthews is the MD of Stock Box, with over 30 years industry experience in retail development, specialising in independent retail programs.