by Terri Hawkins
SW Cubed. What does it mean?
How many contacts does it take you before your contacts become clients? Does getting a great referral mean you can coast?
Face it, people are busy. Your prospective client may not yet realize how much he or she needs you, or they may have more urgent initiatives to juggle before circling around to you. But don’t disappear! Don’t give up!
Set daily goals for real contacts, whether by phone or in person. You can make 25 real contacts every day. It takes a lot more calls than that to make 25 real ones.
So, make a lot of contacts…don’t stop at four. The average client takes 5 to 7 contacts before becoming a client. Don’t take “no” personally. KEEP CALLING.