Did You give up too soon? Via Josh Turner

• Josh Turner <[email protected]> Today at 10:22 AM
• To[email protected]

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The biggest reason most entrepreneurs will only grow 10% in 2017?

A lack of CONSISTENCY.

Most entrepreneurs, or their sales teams, give up on a prospect after only 2-3 touches. They give up too quickly.

It baffles me that this is so common even though research has confirmed that those who stay in touch and get to follow up #8 or 9, have a 90% chance of winning the business.

NINETY @$&%ING PERCENT.

There have been countless studies about how many "touches" or contacts it takes to turn a prospect into a client. And they all pretty much tell the same story. Those who follow up more often, are much more likely to get the business. Some say 6 touch points is best, other say 8, and I've even seen research that goes as high as 20.

Regardless, one thing that we can all agree on is that it's certainly not 2 or 3. It takes regular, consistent contact and follow up to turn cold leads and prospects into clients.

Yet 79% are giving up between 2 and 3 contacts. 89% give up at just 4 contacts.

And if you don't believe me, take a look at this study that Microsoft conducted a while back.

This research shows that if you have the discipline to stick it out to the 8th contact, you are most likely to be the only person still making contact with the prospect.

And if you are the only person still making contact with a prospect, can you take a guess on who they are going to think of when the need for your product or services come up?

And here's the best part... by the 9th contact, at the point when the prospect is ready to buy, you have a 90% chance of being called.

Giving up on a prospect too early is the best way to throw away money. Now, I don't know about you...but i'm not in the business of throwing away money.

This is a common problem with the 88% of businesses out there that struggle to maintain consistent cash flow.

Most of the 88% rely primarily on referrals and word of mouth. But what about the 12% of business who are not seeing cashflow problems? They get plenty of referrals too, but the reason they are growing at a faster rate, achieving higher levels of profitability, and are consistently cash flow positive, is that they ALSO have powerful marketing SYSTEMS in place. They know that referrals alone is not enough.

Taking this all into context, this becomes the important question: What kind of systems do the 12% have?

Systems that do 2 things:

1. Consistently make the contacts and keep their business front-and-center in a way that provides value for their prospects.
2. Consistently grow their prospect database so that potential clients are being seeded (reached out to and warmed up) regularly. All with a focused goal of moving them through your sales pipeline.

But what if you don't do these 2 things?

The answer to this is more eloquently put in a quote that I heard a while back...

"If you've failed to plant the seed, you'll never get the harvest."

If you do not properly warm up and seed your prospects, you will fail 90% of the time.

I want you to think about that over the next few days.

What are you doing to warm up your prospects?

What could you be doing better to properly seed your offer into potential client's minds?

And what would your life be like if you got the harvest, and could bring in a consistent # of new prospects and clients every month?

I'll have more on Wednesday.

Thanks,

Josh

Josh Turner

Founder & CEO

LinkedSelling, #252 on the Inc. 500

Work: (314) 499-8892

[email protected]

https://LinkedSelling.com/

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