According to a recent study of buying habits, 80% of prospects and customers buy after the 5th contact with sales. The problem is that most salespeople do not follow up beyond the 2nd contact. Why?

Properly following up takes time, so the tendency for salespeople is to sift through their leads looking for those customers that will sign up now. While there is certainly nothing wrong with working leads that are ready to purchase now, a large part of the typical marketing budget is wasted by neglecting warm leads.

Have you ever gone through a list of warm leads that you haven’t called in some time? Inevitably you will hear the dreaded, “Thanks for calling, but we already went with another product.” If it’s not because of an inferior product or service, rude customer support, or bad breath, it may be that you are suffering from a form of follow-up failure.

Customers buy when they’re ready to buy, not when you’re ready to sell. Ideally, you would give ALL your prospects ALL your attention. In doing so, you could be certain that you’re on their mind when it’s time to make a buying decision.

Sounds obvious, right? But how can you incorporate this level of follow-up without adding staff and increasing costs? The key to follow-up like a pro is found in business automation software.

By letting business automation software do the work for you, you can make sure that your prospects and customers are receiving emails, letters, faxes, and even voice broadcasts – independent of your time and effort.

In this way, you can double or even triple the effectiveness of personal calls because you’re steadily building relationships with your prospects over time. You’ll do more business because you’re educating your customers, providing great customer service, and keeping your marketing at the forefront of their minds.

By incorporating business automation software, you can spend time with your hot leads without fear of neglecting your warm leads.

Before you spend money and time to acquire more leads, consider the untapped goldmine of warm leads you may already be sitting on.

Brightpath Systems offers complete business automation services for small and medium sized businesses. Check out their online guide to learn how you can leverage Business Automation Software to multiply your profits and grow your business fast. Brightpath Systems is a certified partner with Infusionsoft, a leading provider of Small Business Management Software.

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