At Any Given Moment In Time This Month . . . 8% - 15% of your database (clients, past clients, prospects, dealers, end-users, manufacturers, distributors, referral sources, etc.) are investigating the idea of buying what you sell or thinking about recommending your business to someone they know.  Although most salespeople do a good job at following-up with a now buyer, a group of people that only represents only 1% - 3% of their entire database, our studies have determined that most salespeople do a poor job at staying in touch with prospects who are casually "investigating or thinking about" what you are selling. 

Our studies have also determined:

• 50% of all salespeople quit following-up with a prospect after their 1st unsuccessful attempt at getting an appointment, being told they were not interested or leaving a voicemail, etc.; a number that skyrockets to 98% after their 3rd unsuccessful attempt. 
• 85% of all first time meetings or events with a prospect happen after their 4th initial contact with a salesperson. 

What Does This Mean For Business? It means that prospects who are only investigating or thinking about buying what you are selling, and will not call your salesperson back or agree to meet with them on their first three follow-up calls, there is a good chance your salesperson will permanently write them off as being "not interested."  However, the reality is this: These are the people who represent YOUR future sales.  And if your business is not there at that divine moment in time when they are ACTIVELY seeking a solution, any and all future sales will go to a competitor and NOT your business.