According to the National Sales Executive Association, 80% of all new business is won after the fifth contact.

Our own research of SoundADvice member activity reveals similar results; the average size of a first order is four times greater after a prospect has received five to seven SoundADvice contacts.

What are the key take-aways from this research?

1.)  Advertisers buy from account executives they trust, and building trust takes time.

2.)  Don’t expect an order on a first call, and don’t give up too early.

3.)  A call that does not yield an order should not be considered unsuccessful; instead consider it to be an advancement towards success.

4.)  Have a strategic plan in place to generate a minimum of 5 to 7 valid business contacts with your prospect as you advance towards that order. A “valid business contact” is any contact which benefits your prospect and enhances your brand as a helpful marketing professional.

One final point: Never think of getting an order as the end of your selling process. It’s actually just the beginning towards the next bigger order if you plan another 5 valid business contacts immediately following that first order.

P.S. Our SoundADvice system creates valid business contacts for you every week.

Contact [email protected] to learn how a SoundADvice membership can increase your local direct sales.