Everyone is looking for the sales silver bullet. Unfortunately, there are few short-cuts. Getting to “Yes!” is a skill that needs to be practiced and learned. The best practice is contacts, and lots of them.
If there is a secret to selling it is he with the most contacts wins. I can guarantee you the sales person with the most contacts on your sales floor right now is the one that will end the month with the biggest numbers.
That is the magic sales formula–put 5-12 contacts on every lead. Why does it work?
People
First, it works because you are dealing with people. Distractions, priorities, and imperfections are always working against your sales process. Your urgency is not always met equally by that of your customers.
Attention
Second, you have to get on the radar. Most people in today’s business climate are overwhelmed with tasks and projects. Chances are they have been squeezed by downsizing and budget cuts. You need to grab their attention.
Often getting their attention for a mortgage or debt management conversation means getting above the noise of their job or the stress of potentially losing one.
Timing
Third, there is the issue of timing. When you contact them the first time who knows where they are, what they are doing, or what they expected. I promise you–your first contact will be inconvenient. So, don’t get frustrated and don’t expect them to chase you down. Get to that 5-12 contacts.
Trust
Finally, multiple contacts and messages builds trust. It lets them know that you care, that you will be there to support them through the process. Your diligence, discipline, and follow-through will nurture a sense of trust that will carry through to a deal.
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