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How Many Contacts Does It Take To Make Someone Buy Your Product?

Houston, Texas
February 14, 2006

Leading Small Business Marketing Web site Reveals Fascinating Results from a Recent On line Poll that Suggests 80% of All Sales are Made On Or After the Third Contact.

If you are among the small businesses that only make a single contact with your prospects, then you need to strongly consider the implications of this recent survey by Marketing Best Practices.

The survey asked respondents, “How many times are you contacted by a company before you make a purchase?” Over 700 respondents took part in this survey and the results may surprise you. Only 8% said they bought on the first contact, while the majority of the respondents indicated a minimum of 3 contacts but up to 10 contacts were necessary before they made a purchase.

So why do 27% of the people need 3 contacts, 14% need 4 or 5 contacts and 12% need at least 2 contacts? David Frey, the Senior Content Editor of www.MarketingBestPractices.com and author of several marketing manuals, advised, “An educated prospect is your best prospect, and if they haven’t become a customer it’s because you haven’t fully educated them on value of your product and developed a relationship of trust.”

So why do many businesses have a problem following up with their customers? What is the best follow up approach to reach the 80% of prospects who don’t even considering buying until the third contact? Mr. Frey explained, “The problem is not that small businesses don’t have the capacity to follow up with prospects, it’s that they don’t have the systems in place to do it well.” In his recent newsletter, “Follow-Up Marketing: How To Win More Sales With Less Effort,” Mr. Frey advised, “A good follow up marketing system should have three attributes. It should be systematic; generate consistent, predictable results: and it should require minimal physical interaction to make it run.”

If you are only contacting your prospects one or two times, it is clearly time to reconsider how you will market to them in the future. Consider the amount of business you are loosing by not having an effective follow up system in place and create a new system today. It’s not as difficult as you may think; begin by going to Mr. Frey’s web site, www.MarketingBestPractices.com and reading the complete article, “Follow-Up Marketing: How To Win More Sales With Less Effort” and you’ll be on your way to making a profitable improvement.

About The Author

David Frey is the author of several best-selling marketing manuals, and the Senior Editor of the "Small Business Marketing Best Practices Newsletter." A copy of his article, “Follow-Up Marketing: How To Win More Sales With Less Effort”, can be obtained in the article section of his website, http://www.MarketingBestPractices.com.

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