Our 8 Years Of Marketing Research Revealed:
Drip Marketing, Inc. conducted an 8 year research project at a cost of $235,000. During this time, we tracked, surveyed and analyzed 1,000+ businesses, CEOs, sales leaders, marketing pros and salespeople. The results from this research project came from:
- One-on-one meetings and group discussions with business owners, CEOs, sales leaders, marketing professionals and salespeople.
- Mystery shopping businesses via online buying services such as Buyerzone.com and Vendorseek.com.
- Drip Marketing, Inc.'s internal shopping for products and services.
- Mystery shopping our clients' competitors.
Our Goals Were To Determine:
- How our clients' competition performed when it came to their sales efforts and marketing messages/campaigns).
- How a business determined what to say when it came to their marketing message; and the type of marketing campaigns implemented (both short term and long term).
- What salespeople actually said and did during the sales process.
- How well salespeople performed when it came time to "market" themselves.
- How a sales leader/business owner performed when it came to their sales/marketing strategies and tactics.
Our Extensive Research Revealed 14 Shocking Elements:
As you review the results from our research below, take special note of items 1, 2, 5 and 14. More importantly, you need to know that these four items, as well as the remaining 10, represent a huge sales and marketing opportunity for you and your organization!
- 50% of all salespeople stopped calling or sending information, for at least 9 to 12 months or altogether, to a prospective buyer after their FIRST unsuccessful attempt at getting the sales process started or moved forward. This number skyrocketed to 85% and 99% after their second and third unsuccessful attempt respectively.
- 95% of all salespeople were unable to predict the actual close date of sale with any type of accuracy (when given a 4-week window). And if a salesperson cannot predict a moment in time when their hottest prospect will close, how can they realistically predict a moment in time when their coldest prospects will be ready to take the next step in the buying process -- they can't.
- 75% of all first time appointments or events with a prospective buyer or referral source happen after a salesperson's fourth telephone call, e-mail or face-to-face contact,i.e., trade show.
- In a medium- to high-value business-to-business sale, it takes 15 to 30 conventional drips (telephone conversations, face-to-face meetings, voicemail messages, personal e-mails, letters and so on) before a cold prospect is closed by a salesperson.
- 100% of the business owners and sales leaders surveyed felt a salesperson lost 15% to 50% of their sales opportunities by not being part of an integrated sales and marketing system.
- 95% of all business owners, sales leaders and salespeople, did a below average job (in face-to-face sales calls and on the phone) at educating prospective buyers on the elements that made their business unique and different.
- 80% of all businesses did not conduct any type of consistent sales training (more than once in an eighteen-month period) for their sales staff.
- 95% of all sales leaders relied on their salespeople to (1) Stay in touch with their entire database of prospective buyer and (2) Do their own "street marketing" to their database of prospects.
- 100% of all sales leaders did NOT (1) Monitor the ebb and flow of a salesperson's database of prospective buyers with any regularity and (2) Monitor the growth of their e-mail database of prospective buyers.
- 100% of all businesses surveyed did NOT do any type of research to determine the primary motivators (AKA, hot-buttons or triggers) of their target audience -- research that can help their marketing messages resonate with their database of prospective buyers.
- 95% of all business surveyed did NOT do any type of formal competitive analysis and/or surveys to determine the strengths and weaknesses of their competition.
- 100% of all businesses did not provide their sales team with a Business Developement Center -- a one-stop resource containing sales tools, i.e., sales letters, follow-up scripts, whitepapers, reports, proposal cover letters, etc. to help facilitate the sales process of a prospective buyer.
- Your target audience contains three types of prospects. They are: (Group One) Not-Interested Prospects -- a group that represents 75% to 85% of your target audience, (Group Two) Tire Kicker Prospects (people that are passively or semi-interested in what you are selling) -- a group that represents 8% to 15% of your target audience and (Group Three) Immediate Buyers -- a group that represents 1% to 3% of your target audience. All this being said, you need to know that 9% to 18% of your target audience is passively or actively considering buying what you sell.
- 80% of all business owners let their salespeople create (writing and designing) their own "marketing campaigns" as a way to keep their expenses down; unfortunately, they did a poor job at marketing as their campaign not only made them look like a small me-too business (along with typos and grammar mistakes).
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The Good News Is This: Most of your competitors, even your largest ones, are making these same mistakes -- mistakes that represent a huge sales and marketing opportunity for YOU and YOUR business. Best of all, you don't need to spend a fortune to get a Fortune 500 Company look and feel. And we can show you how -- to learn more, click here to read about our DRIP Marketing System
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The following industries were part of our research study:
- Alarm Companies
- Attorneys
- Auto Body Shops
- Banks/Credit Unions
- Benefit Administrators
- Business Newspapers
- Cellular Phone Distributors
- Chambers of Commerce
- Commercial Insurance Companies
- Computer Repair
- Conference Centers
- Contractors
- CPAs
- Credit Unions
- CRM Consulting Companies
- Custom Paving Companies
- Edible Fruit/Cookie Franchises
- E-mail Hosting Services
- Event Planning Companies
- Fire Equipment Manufacturers
- Fitness Studios
- Floor Distributors
- Furniture Stores (Office and Consumer)
- Granite Installers
- Hotels
- Kitchen Installers
- Manufacturing Companies
- Mortgage Brokers
- Motorcycle Dealerships
- Multi-Level Marketing Companies
- Office Phone Installers
- Paint Manufactures and Distributors
- Payroll Service Bureaus
- Plant Nurseries
- Printer Repair
- Printers
- Professional Planning Companies
- Professional Training Companies
- Promotional Product Companies
- Realtors
- Restaurants
- Retirement Planning Companies
- Roofing & Siding Distributors
- Sales Training Companies
- Software Companies
- Specialty Chemical Manufactures
- Staffing Companies
- Taxi Cab Insurance Companies
- Time Management Consultants
- Title Companies
- Window Distributors
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