Rainmaking Recommendation #95: Follow Up for Success

sales statisticsA 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.

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