𝐏𝐚𝐜𝐞 𝐭𝐨 𝐭𝐡𝐞 𝐅𝐢𝐧𝐢𝐬𝐡 𝐋𝐢𝐧𝐞
In racing and in sales, you want to win. Know the course and the conditions to maximize your speed. Let’s wave the green flag.
𝗣𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻 – 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 "𝑏𝑒𝑔𝑖𝑛 𝑤𝑖𝑡ℎ 𝑡ℎ𝑒 𝑒𝑛𝑑 𝑖𝑛 𝑚𝑖𝑛𝑑."*
𝗧𝗶𝗺𝗶𝗻𝗴 – 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.
𝗣𝗲𝗿𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝗲 – Figure it may take seven or more touchpoints to get a prospect’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.
𝗟𝗲𝗮𝗿𝗻𝗶𝗻𝗴 – Build a consistent, fast, and productive process. Breakdown each part and test timing, messaging, and approach.
Even if you’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: “People are working harder than ever, but because they lack clarity and vision, they aren’t getting very far. They, in essence, are pushing a rope with all of their might.”
** To find the report from the Bridge Group, go here: http://bit.ly/3ksdqng
Photo by David Blume who can be found here: david-blume-photography.de