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Is your business leaking sales?

According to Referral Squirrel:

  • 2% of sales are made on the First contact.
  • 3% of sales are made on the Second contact.
  • 5% of sales are made on the Third contact.
  • 10% of sales are made on the Fourth contact.
  • 80% of sales are made on the Fifth to Twelfth contact.


  • 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 three contacts and stop.
  • Only 10% of sales people make it more than Three contacts with a prospect.

It is well known that repeat customers and referral business are the two best (and cheapest to acquire) types of business. Is YOUR business “leaking” sales?


Are you losing sales you didn’t even know you were losing? Perhaps it’s time to review YOUR organisation’s sales and marketing efforts? Why not request a FREE Sales & Marketing audit from The Naked Marketing Company to help identify opportunities for further sales, profit and growth in YOUR business? Contact us here

Or here…

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Comments (3)

Philip says:
January 6, 2016 at 9:30 am Reply

James Cooper, Owner, Ascendant Communications, Richmond:
Hi Philip – you are on to a good topic here and the stats are interesting. It would be a good subject for a deeper discussion on this forum. Certainly PR is one of those ‘awkward’ trades where reputation and referral are king, and classic sales and marketing techniques can help, but are far less powerful than in other business sectors to generate leads and more business directly.

Philip says:
January 4, 2016 at 1:59 pm Reply

Frank M. Franzese, Senior Property Accounting, Long Beach, New York
Great post!

Philip says:
January 4, 2016 at 11:51 am Reply

Andrew McWhirter, LinkedIn Trainer, Brisbane Melbourne Sydney, Australia:
Quite telling stats! Thanks for sharing, Philip.

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