Why Does It Take 6 To 8 Touches To Gain A Sales-Ready Contact?

A sales ready contact is one where the customer has reached that point of the decision-making process where they are ready to make the purchase. This is the best time at which to approach the customer with your own service or product that can guarantee a sale. However, the process of sorting out the various potential leads that can be found through various methods. Let us walk through all of the different steps that can lead you to a sales ready contact.

1. Initial email campaign: This is the step where the company sends out a generalized email to everyone that may or may not be interested in the product or the service that the company has to offer. This can lead the generation of warm leads of potential customers that are interested in what you want to sell. The others who are not interested will just ignore the email.

2. Initial direct mail campaign: In this step, a direct message is sent to those potential customers that have shown interest in your product either by responding to the initial email campaign or through other contact and call to action buttons that are present on various websites and social media sites.

3. Call: This is another way of direct contact to the customer after they have shown initial interest in your product or service. By calling the customer you can initiate a conversation and find out the requirements of the customer which in turn can lead to the formation of a relationship as well as conducting market research about the needs of the potential customers. If you have called and the customer was not available and did not respond to your call you can leave a message and then follow up with the customer at a later date which will further add to the number of touches that are required for the conversion of this lead to a sale.

4. A follow-up email: At this stage, you send an email to the potential customer confirming their requirements that they spoke to you about and offering them the service that you think will be best suited to those requirements. This is a way of showing the customer that their requirements are made note of and that you are offering them services that are personized for them.

5. Call: This is the second step in case you were not able to get in touch with the customer the first time or if the customer has further requirements that cannot be fulfilled with the first services that you offered to them. This is where you can refer them to another contact within the company that will be able to fulfill their requirements better.

6. Restart the whole process: If you have to refer the customer to another contact within the company this is where the new contact has to call and make the first contact with the customer and learn about their requirements.

7. Follow-up email: Similar to the step above.

8. Call: follow up with the customer about the requirements and if you are not able to get in contact with them then schedule a better time at which you can call.

9. Send another email to the customer confirm the date and time of the appointment that the customer has given you.

10. Conference call: At this point in time you can conduct a conference call between the team that is responsible for the service that the customer needs and the customer’s team that is responsible for making the final decision.

11. Here you can send an email with the outline of the details that were discussed during the conference call and any additional information that the customer may need.

12. Face-to-face meeting: At this time the customer is ready to have a peer-to-peer conversation for any pains and sort out all the different budget and other issues that may come to light. After this meeting, the contact can be classified as a sales ready contact.

13. This is the last step in which the sales ready contact can schedule an appointment with the sales team and go ahead with the purchase.

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