Engagement › Sales · 4 of 4
Engaging Customers
By RISE Business Framework · Created by Gary Harper and Brandon McCurdy · Reviewed
Customer engagement is the ongoing, personal contact that moves a prospect toward buying and buying again. In RISE, you sell the way customers prefer, through channels like email, SMS or chatbots. A 12-contact model shows why persistence matters: most salespeople quit long before the prospect is ready.
How RISE does it
- Meaningful interactions, personal experiences and relevant content make customers more likely to buy.
- Use channels such as email, SMS or chatbots to drive engagement.
- Listen to feedback and respond quickly to remove doubts.
- Sell to customers the way they prefer to create a positive buying experience.
Engaging Customers is one of four tools in Sales, part of the Engagement quadrant of the RISE Business Framework.
The RISE tool
12-Contact Persistence Model
From prospect to customer, as shown in the RISE workbook.
| Contact | What happens |
|---|---|
| 1 | 50% of sales people have given up |
| 2 | 65% of sales people have given up |
| 3 | 79% of sales people have given up |
| 4 | 89% of sales people have given up |
| 5 | Just now you are becoming a factor in your prospect's mind |
| 6 | Nurturing slowly, your prospect gets to know you |
| 7 | You harvest low-hanging fruit |
| 8 | You are probably the only person to make 8 contacts |
| 9 | When your prospect is ready to buy, you have a 90% chance of being called |
| 10 | Don't give up, you've made it this far |
| 11 | Staying top-of-mind at this point is critical |
| 12 | None of your competitors are calling anymore. It's all yours. |
“In sales, persistence and value at every touchpoint can transform prospects into loyal customers.”Gary Harper
AI RISE Coach
Work through Engaging Customers with the AI RISE Coach
“Walk me through Engaging Customers in the RISE Business Framework and help me apply it to my business.”
Quick self-check
“We have a proven sales process, weekly training and measurable success turning leads into paying customers.”
Frequently asked questions
How do you keep customers engaged?
Offer meaningful interactions, personal experiences and relevant content. Use the channels customers prefer, such as email, SMS or chatbots, and respond quickly to feedback.
Why do salespeople lose deals they could have won?
Many stop too soon. The RISE 12-contact model shows most salespeople have given up by the fourth contact, while prospects often need more.
The other tools in Sales
- Resources of SalesDefine who sells, what tools they use, how you pay them, and when they train each week.
- Inspiring a Sales TeamRecognize wins, hold scheduled feedback sessions and set clear goals to keep the team positively motivated.
- Systems of SalesRun a replicable sales process through a seven-stage funnel, from fresh leads to closing.
Related in another quadrant: Talent Development
