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  • Writer's pictureBenjamin

๐๐š๐œ๐ž ๐ญ๐จ ๐ญ๐ก๐ž ๐…๐ข๐ง๐ข๐ฌ๐ก ๐‹๐ข๐ง๐ž

In racing and in sales, you want to win. Know the course and the conditions to maximize your speed. Letโ€™s wave the green flag.

๐—ฃ๐—ฟ๐—ฒ๐—ฝ๐—ฎ๐—ฟ๐—ฎ๐˜๐—ถ๐—ผ๐—ป โ€“ Understand the industry, demographics, and target persona. With multiple targets, have a cadence for each of them.

Know what you want to accomplish in evert contact. Channel Stephen Covey and "๐‘๐‘’๐‘”๐‘–๐‘› ๐‘ค๐‘–๐‘กโ„Ž ๐‘กโ„Ž๐‘’ ๐‘’๐‘›๐‘‘ ๐‘–๐‘› ๐‘š๐‘–๐‘›๐‘‘."*

๐—ง๐—ถ๐—บ๐—ถ๐—ป๐—ด โ€“ Move forward without being annoying. Give time to consider your message by waiting 1-4 days between contacts.

If you connect, clarify the best way to communicate going forward.

๐—ฃ๐—ฒ๐—ฟ๐˜€๐—ถ๐˜€๐˜๐—ฒ๐—ป๐—ฐ๐—ฒ โ€“ Figure it may take seven or more touchpoints to get a prospectโ€™s attention. In one study, making 12+ contacts performed almost 20% better than eight attempts.**

Follow up as long as you have something interesting to offer.

Prospects may not be open to talk until the need is there, and by then they'll want an immediate solution.

๐—Ÿ๐—ฒ๐—ฎ๐—ฟ๐—ป๐—ถ๐—ป๐—ด โ€“ Build a consistent, fast, and productive process. Breakdown each part and test timing, messaging, and approach.

Even if youโ€™ve been at this a while, consider a tune up, since even the best race cars need to be maintained.


* I like this quote from Dr. Stephen R. Covey: โ€œPeople are working harder than ever, but because they lack clarity and vision, they arenโ€™t getting very far. They, in essence, are pushing a rope with all of their might.โ€

** To find the report from the Bridge Group, go here:

Photo by David Blume who can be found here:

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