I'm still trying to figure this one out as well. Perhaps we can help each other.
Only 7? I thought it was between 8-12 touch points (not all by the same company) over a period of 3-12 months for completely new products. I guess it depends on the urgency for the need to purchase.
I'm going to share something I first heard a very long time ago.
"At any given time, only about 20% of your contacts are going to be actively thinking about buying.
Your goal for the 80% of your contact time is to stay in touch enough to be the first PERSON they call when they are ready to buy."
Hopes this helps sparks off some thoughts as to how you can stay in touch... Some suggestions are:
1. email/Newsletter/tweet on developments / successes in the market place - XYZ Corp just invested/bought...
2. celebrate their successes / birthdays - and be there for the set backs
Direct contact - most of the account management programmes I have seen look at a one to three month cycle.
All the best,
Alison
posted 9 days ago
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