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Referral / Prospect Tracking Spreadsheet – SAMPLE – Free Download to Help You Keep Track of Potential Business

October 25, 2017 by Anne Bachrach Leave a Comment

In my work with business professionals, I find that they often say to me that they have prospects that they haven’t followed up with (for whatever reason), or they lost track of some of the referrals people gave them. First of all, it’s hard to believe that someone wouldn’t have a process for tracking their referrals/prospects because that is potential revenue – but apparently this happens and probably more than it should. So, I came up with a simple tracking spreadsheet to help my clients better know who they have in their pool of prospects so they know where they are at in their pipeline, and they don’t lose anyone (or drown them) on the way.
 
Below are some stats which you may find very interesting about following up with prospects/referrals. I’m curious what you think about these percentages.

  • 48% of Sales People Never follow up with a Prospect
  • 25% of Sales People Make a Second Contact and Stop
  • 12% of Sales People Only Make Three Contacts and Stop
  • Only 10% of Sales People Make More Than Three Contacts
  • 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 Contac
  • 80% of Sales are made on the fifth to the Twelfth Contact  

Source: National Sales Executive Associates
 
To download my complimentary referral tracking spreadsheet to help you increase your revenue, go to /referral-tracking-workbook/
 

Filed Under: Accountability, Blog Post, Business Success Principle, Effective and Efficient Behavior, Productivity, Referrals Tagged With: referral tracking

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I’ve sometimes thought of myself as not coachable – fits & starts on progress – but when I looked at where I’ve come, I can tell it works. This year, I’ve experienced over 50% growth – and with that growth came some confidence… confidence to finally go after what I know I should have done – we’ve added a flat-fee-only option to our offerings, and that’s ALL I’ll be targeting for 2014 and beyond. With that under our belts, I can foresee another 50% growth year for each of the next 2 years!

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