We know that marketing budgets are very limited for the small and medium tourism suppliers. So why is it that these businesses give up on their hard-earned often-expensive customer lead so easily?
Did you know that almost 50% of sales people have given up communicating with a prospect after the first contact and that 65% have given up by the second contact?
A staggering 90% of sales people have given up pursuing the lead by the time they get to the fourth contact with them.
Do you know what this means?
It means that if you can stay in touch with the prospect beyond five contacts you have a far greater chance of winning their business when they are ready to buy. If you remain persistent in your communication you develop a relationship where they will continue to come back to you or send their friends and family your way.
The key is to developing a plan that will enable you to contact the prospect a minimum of eight times if necessary. Sit down with your staff and brainstorm all the different reasons why you might be able to phone, email, send a letter or even mail a postcard. Decide on the frequency of when you will communicate; will it be every two weeks or once a month then plan what piece of information will go out when and to whom.
When you know in advance what you need to do and your staff know what they need to do, and why, then your consistency and persistency will help you to build an irresistible customer relationship.
