How often do you reach out to a prospect? Once? Twice? Three times? Even more?
Would it surprise you to know that the majority of people stop after the first contact. But it often takes at least 5 touches to get an initial response?
Years ago a client and I were riffing on the topic.
Transcript
How often do you reach out to a prospect? Once? Twice? Three times? Even more?
Would it surprise you to know that the majority of people stop after the first contact. But it often takes at least 5 touches to get an initial response?
My name’s Rashid Kotwal.
Years ago a client and I were riffing on the topic.
He’d got a prospecting letter in the mail. By that I mean physical mail.
He tossed it out without even opening it.
The second one succumbed to the same fate. The third he opened, read and threw away.
The fourth he read and put in his draw. He said if there’s been a fifth, he’d have likely called back if the timing was right.
But guess what. The fifth one never arrived.
Something we constantly pound into our clients is the importance of continuously keeping in touch. You just never know when the time will be right and a prospect will take action.
One Christmas I had a call out of the blue. First thing the chap said was he’d been receiving and deleting my emails for 2 years until one piqued his interest.
Long story short, that person became a 6 figure client.
Another had read our newsletters for a year before contacting us. He went on to triple his yearly revenue with our help.
Our record is 10 years of being on our list before becoming a client.
All of which goes to show you must keep your name in front of your prospects, while adding value if you’re to have any chance of long term success.
But you do have to be strategic about it. If you’d like help formulating a keep in touch, add value strategy which will attract clients, give me a hoy at revealedresources.com
Till next time, this is Rashid Kotwal.
