If you are struggling with success there is only one thing holding you back!
Your own ability to move forward.
That simply means you have to move consistently toward your success. And you do that by following through and following up.
The newest studies indicate it takes between 8 and 20 contacts to create a sale.
Imagine that. Most people bail out and stop calling after two or three calls or emails. We all seem to have this innate feeling that if we call too much we will piss people off.
But let me ask you this.. if you piss me off and I refuse to do business with you, what’s the difference between not calling enough and not getting some business or calling too much and not getting the business?
Most of us fear upsetting people and facing rejection.
And it is the fear of that rejection that holds us back the most.
Fortunately, that rejection can be minimalized simply by understand the difference in our approaches.
If what you do is send out vibes that you are selling, people will usually avoid or reject you. No one wants to be sold.
But if what you learn to do is offer your support, offer real solutions, people will usually listen .. until you try to sell them.
Have you gotten those connection requests on LinkedIn? You know the ones I am talking about. The ones where they say, hey! I looked at your profile and I think we should connect.
Then, BAM! You accept and they send you their offer, their products, their sales pitch!
When you reach out, it should be to find out what that person needs. How do you do that?
Well, it’s not, HI! Tell me your greatest challenge? Tell me what you need for your business.
No one wants to share that with a stranger especially when they do, most people will send back their PITCH!
If you really want to make a lot more money, sell a lot more of your products or services, then start a conversation. Hey, Hi, I saw your profile and I have some questions about what you do? Would you care to connect and tell me more about you and your business?
Most will say, YES!
Who else is offering this? Who else wants to listen? Get them into that initial call. Find out all you can in a short conversation. Keep this first call under 15 minutes. You won’t find out enough so you will have to have another call.
Then another and one day soon, you will have created a meaningful dialogue. A meaningful conversation. And after a few more contacts you will know and find out about them to have a real relationship.
What happens with relationships? They think of you first! They refer you first. They give you first options to more opportunities!
I hope you understand now how important the 5-15th call is to your success.
I hope, if you have questions about how to have these conversations that you might join us at
and learn how to create meaningful conversations that will change your life and business.
Steve Sapato, the expert conversationalist
Greatmanager's Blog 