ALPHAS1TE

PRO TIP - THE FORTUNE IS IN THE FOLLOW UP, PT 1

If you’ve been in business for long, you’ve probably seen the sales statistic that says that the majority of sales are closed between the 5th and 12th call. Specifically, 7th-9th is the sweet spot.

It’s probably more accurate to say contact rather than call, because this could also include emails, DMs, text messages, conversations at networking events, and so on. But the spirit of the stat is true.

If you’re an entrepreneur, you’re in sales whether you like it or not. Until you grow your company to the point to hire a sales team, it’s you, bro. And in my experience, most business owners don’t follow up on leads nearly enough.

I think we’re conditioned to believe that if it’s not a “yes” on the first or second contact, we’re being rude and annoying them, and should stop. This requires a mindset shift.

For one, until they specifically tell you in no uncertain terms and a good deal of profanity to leave them the **** alone, assume they still want to talk to you. And secondly, think of followup as a helpful reminder rather than a poke.

You know your service helps people. Carry that attitude into your sales efforts. You’re not “selling” them. You’re providing them with a helpful service.

I’m incredibly busy. And if you’re reading this, I’m certain you are too. How many times have you been genuinely interested in an offer, but straight-up forgot about it because it got lost in the shuffle of running a business? And then the sales rep followed up with you, reminded you of it, and you thanked him for it, and signed the deal?

I know I have. Sometimes it’s taken more than one friendly reminder, and the persistence of that rep paid off and got me hooked up with a product or service that was absolutely awesome.

So look at it in those terms. Your prospects are busy, just like you. They have a million things going on during any given day. Unless they really need it and are ready to go right now, your service is probably not at the top of their list, even if they’re interested.

It may take a few reminders. So remind them. Keep following up until you get that emphatic “no.” You might be surprised by what happens.

Today's Lesson:

More often than not, failure isn't caused by outward circumstances.

It's a breakdown of will.

Sometimes, sure, you really don't have anything left in the tank and there's no way out.

And there are other times that it's best to stop wasting time, effort, and resources on a situation that it's clear will never pan out.

But there are some things worth fighting for. And you've got more fight left in you than you think you do.

Anyone who’s ever been in the military or served as a first responder gets this. There are missions you've been on or training you've done that on paper, looked completely impossible.

And when you were in the middle of it - that multi-day mission with no support, that 20mi ruck march with 120lbs of gear, or saving that medical patient who by all rights shouldn't have made it - you were still wondering how you were going to do it.

But you did it.

And you realized that when quitting wasn't an option, you rose to the challenge and made it happen, and that deep within you, there was a wellspring of strength you didn't know you had.

So often, our will breaks long before we're actually finished. The Navy SEALS say that when you think you're done, you're really only about 40% done, and I think that's pretty accurate.

An honest failure, one where you gave your all, is nothing to be ashamed of. But don't you dare quit. You're a lot stronger than you think.

Today’s Lesson:

Consistency is more important than intensity.

You’re going to accomplish greater things if you chip away at it a little day in and day out, rather than go hard, burn out, and quit.

That said… consistency *with* intensity can be awe-inspiring.

Consistency is the axe that fells a tree one little swing at a time. Intensity swings as hard and fast as it can and doesn’t stop until that tree drops.

Consistency combined with intensity can cut down a forest.

Give it hell. Every day. And things will happen. There’s no way they can’t.

Today's Lesson:

In a competitive market full of people who can do work on a comparable level to you, the devil really is in the details.

How do you stand out from the sea of people who do the same thing you do?

The variables you can always control are how you curate the customer experience, and how you present your offer.

The contractor who shows up on time, clean cut and well dressed, is highly communicative, doesn't smell like w**d, and goes out of their way to make a job as stress-free as possible is going to get a lot more referrals and can charge more than the guy who doesn't do those things, but may do the same quality work.

And the one with a robust marketing presence including a clean, professional, search engine optimized website, active social media, paid ad campaigns, educational videos and blog posts, and a sharp logo and business cards is going to go a lot farther than "some guy I know who does X".

It doesn't matter how saturated your market is. I guarantee most of your competitors aren't doing all of those things consistently. The bar is low.