A little while ago I came across these startling statistics that apply to sales people. While I do not know if these statistics are truly accurate or who published the study, they have been floating around the internet for a little while.
- 48% of sales people never follow up with a prospect
- 25% of sales people make a second contact and stop
- 12% of sales people make more than three contacts
- 2% of sales are made on the first contact
- 3% of sales are made on the 2nd contact
- 5% of sales are made on the 3rd contact
- 10% of sales are made on the 4th contact
- 80% of sales are made on the 5th – 12th contact
Now, remove the words “sales people” and change the word to “lawyers”, and the words “sales are made ” with “retainer agreements signed”.
Regardless of whether these are precise stats, this is one the biggest problem that most attorneys have when trying to become rainmakers: Follow up.
One of the objections I hear most from my coaching clients is: “they’ll think I am a pest.” I’ve already addressed this in Rainmaking Recommendation #80.
Following up doesn’t mean pitching your services over and over again – that’s what sleazy salespeople do. It means keeping in touch in meaningful ways that will benefit the person with whom you are trying to create a relationship.
- Introduce them to a potential client for their business,
- Provide information to them that they need,
- Send an article that is of interest to them,
- Invite them to a seminar, networking event or fun event in which they would be interested.
Notice it’s all about them.
Stop selling (i.e. pitching your services) and start finding a way to help your prospective client in a way that will allow them to enjoy your 5th through 12th contact with them.
Speak Your Mind