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Reading Time: Postcard (<30 seconds) My friends in sales will be nodding effusively as I share this statistic: 80% of all sales happen after the 7th touch point. And yet, 44% of professionals give up after one follow-up. Wait, what?! Surely this isn't the first time you've heard this. Now obvi if you're reading this email (thank you) you're extra smart and do not fall in the bottom half of follow-uppers. I mean, seriously. But while it's no wonder most people never reach their goals, I want...
Reading Time: Postcard (<30 seconds) I used to have a stack of business cards, tons of connections, and zero referrals. Why? Because I didn't intentionally cross The Trust Bridge—you might know this one--it's the journey from "Nice to meet you" to "I trust you enough to refer my best clients and connections." This meant fewer business cards on my desk, more contacts at my fingertips with genuine connections. If you want your inbox to be a hotbed of introductions and "I'm ready to hire you...
Reading Time: Postcard (<30 seconds) Not too long ago I witnessed someone have what can only be described as the adult version of a temper tantrum. And while their irritation may have been justifiable (who's to say?), said tantrum was overheard by someone whose business they were trying to win. It's probably no surprise that the person doing the overhearing immediately said, "Hard pass." Cost of lost business? Oh, I don't know, hundreds of thousands of $$$$ (at least). Oops. Malcolm Gladwell...