London, United Kingdom (PressExposure) August 12, 2009 -- Ever wondered why some salespeople seem to get all the business? The answer, according to a new article on SME marketing website Marketing Donut, is tenacity.
In a new Marketing Donut sales tips article, marketing expert Robert Clay reveals that 80 percent of non-routine sales only occur after at least five follow ups. Unfortunately research shows that by that time the vast majority of sales people have dropped out of the hunt. In fact, only eight percent of sales people stick around long enough to ask for a sale a fifth time.
âOnce youâre aware of these statistics you should stack the odds in your favour by introducing a 'Five noâs strategy, where you maintain contact with prospects until each one of them has said "no", or "not now", or "not yet" at least five times,â says Clay.
âWhat meaningful communication strategies do you have in place right now to maintain top of mind awareness once someone has been in contact with you? How do you nurture your clients so that they learn to trust you and see you as a professional organisation?â
Backed by Royal Mail and Google, Marketing Donut is a free marketing resource developed specially for small business owners and managers. Itâs packed with expert advice and practical resources on all aspects of sales and marketing, from developing a marketing strategy to competitive pricing and customer care.
>> The Marketing Donut is at http://www.marketingdonut.co.uk