Prospecting part 1. After the first "no.
80% of clients who sign on with a service provider do so on the 5th sales attempt. About 50% of salespeople mentally stop considering a prospect a potential client after they are told no the first time. Call it lazy... Tired of being rejected... Whatever you think the reason why most people attempt to make a sale only once, you are probably right. You should be happy about that drop out rate. It means more business for you if you are committed to ensuring a few "no's" will not stop you. Keeping in constant contact without being invasive is a skill. It requires a strategically diverse arsenal of conversation starters and for you to be willing to have conversations with people. Let’s put aside what good conversation starters sound like for a moment. First we need to focus on the importance of preparing ourselves to hear a series of "no's" from clients. “There is no fear in the bang, only in the anticipation of...