It’s August 29. There are 17 weeks to go until the end of the year. Let’s subtract two weeks for holidays and vacation time, which puts us at 15 weeks, or 75 weekdays.
In revenue growth, quantity trumps quality. The more that people hear from you, the more they buy from you. The less they hear, the less they buy.
I’d like you to systematize your communications over the next 75 days. That is, do some quantity of communications, daily, at the approximately the same time.
Let me give you an example:
Every day at 9 AM, for the next 75 days, you can ask a happy customer for a referral to a prospect.
That’s 75 referral requests. If you follow my approach (detailed in articles and videos on my website, and also in my book), you’ll get referrals from about two-thirds of the people that you ask. Think that RORR (return on referral requests) is too high? Let’s make it one-third. That’s 25 referrals received. Hot leads, right? Can you close 20% of your hot leads? If so, that’s five new customers between now and the end of the years.
And that’s just with one referral requested per day. What if you ask for two? You’d get 10 new customers. Three? That’s 15 new customers. But what if you perfect how you ask over that time, and get referrals from 50% of your requests? At three requests per day, you’d ask for 225 referrals, receive about 112, and wind up with 22 new customers if you can close just 20%. Close a third (totally reasonable) and you’re at 37 new customers.
See how this works?
And we’re not limited to referrals. You can ask for testimonials; ask the did you know question; ask the reverse did you know question; or follow up on quotes and proposals. Multiple times per day, at a minute or two per effort.
Quantity trumps quality.
What will you do daily? What time will you do it? Consistency is key. Build a habit. A revenue growth habit.
You deserve the sales.
Your family deserves the money.
And your customers and prospect deserve to work with you more.
There’s magic in 75 days. Go make magic.
We’re going to review this kind systematization in depth at my September 7 Revenue Growth Summit in Chicago, where we’ll focus on closing the year out strong. We are at 50 people registered, about half traveling in from out of state. Want to grow your sales? Come spend a half day with me in a small group, and you’ll leave with a detailed plan to do so. For free. That’s right. There’s no cost. See the agenda and details here.
Want some help in systematizing these communications at your company? Want to implement powerful revenue generating marketing techniques at your company? It’s what I do. Call me at 847-459-6322, or reply to this email.