Contact Us. How many touches does it take to make a sale? The simple answer is: more than most people think! You need to think of your sales and outreach efforts in 3 parts: Interest: Getting through to targeted buyers and securing an initial meeting to generate awareness and build interest. Consideration: Converting that meeting into a qualified opportunity. Commitment: Bringing the opportunity to a proposal and a win.
For tips on this, read how to write a proposal. Generating Meetings While on average it takes 8 touches to get through and generate a conversion, Top Performers are able to generate meetings with fewer touches. Converting Meetings into Qualified Opportunities Not all meetings result in a qualified opportunity. Reaching out multiple times with the same copy and pasted email won't work, and your prospect will notice.
For instance, you might send a short congratulations about their recent new product launch in one email and comment on a recent blog post from their website in the second.
If you can skew your outreach earlier than later, make at least eight attempts with each and every prospect, and mix up your approach, I guarantee your connect rate will climb. Also remember to keep a close eye on how different times of day, types of message, and numbers of touchpoints affects your success, and fine-tune your strategy accordingly. Looking for more tips? Originally published May 22, PM, updated March 17 Logo - Full Color.
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Subscribe to Our Blog Stay up to date with the latest marketing, sales, and service tips and news. Thank You! You have been subscribed. Start free or get a demo. Sales 4 min read. How Many Touchpoints Are Necessary? First, let's define "touchpoint. So, when you surpass eight touchpoints, the law of diminishing returns comes into play. It's to use a few different channels to get their message in front of a buyer multiple times, without bombarding the prospect.
If you call a single prospect 10 times without getting a response, it's safe to say you are annoying that prospect. But if you split that 10 touches over 4 different channels and 6 - 8 weeks, you're more likely to have landed on the prospect's radar, raised awareness of your company, and won some points for professional persistence.
This might look like a combination of 2 phone calls, 2 emails, a direct mail piece, 3 LinkedIn posts and 2 retargeted ads. Or some combination of channels that makes sense for your target audience. The secret to touching your prospects enough without harassing them is to understand them, and match your lead generation and marketing activities to their habits and needs. Marketing automation is a great way to do this as you can set up rules for follow up based on each prospect's behaviour.
And having sufficient resources for your lead generation is vital to make sure you can execute multi-channel campaigns that won't annoy your prospects. Want other ideas for improving your lead generation and marketing results? Try stealing some ideas from B2C! See below Find Mezzanine on social:. Why is content marketing important for manufacturing companies?
Rather than looking at the average for all salespeople across all industries, though, try looking at your own data and experimenting with different lengths of sequence. What happens when you try more touches? Do you get more sales, or more angry prospects? First, look at the distribution of sales touches. How many touches are you currently trying with each prospect? And what happens after each touch?
You need to break it down into what happens. Look at no-contacts, negative contacts and positive contacts. And then break down the positive contacts further and look how many turn into long-term leads and how many into customers.
Is there a consistent distribution? Do most of your engagements happen between 6 and 10 touches. Do you have a small group of touches that engage quite quickly and then another group later? Then you need to compare your engagement rates and touchpoint numbers with some kind of meaningful benchmark, if you can get it. What do industry standards look like? Has there been a change over time?
It does not make sense to continue calling after your connect rate drops below a certain level. It just takes too much effort to connect, and the law of diminishing returns takes effect.
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