Remember when your mom or dad would get upset with you and ask you, “How many times do I need to repeat myself??”
While their question was more rhetorical than anything else, I’m sure that at the time, they were at their wits’ end.
Even if they had said something to you once – and DEFINITELY if they said it more than once – they wanted and even EXPECTED you to listen.
Now here’s the million dollar question: Did you listen?
It’s funny how the tables turn – because now, in many ways, you are in your parent’s position – but as a business owner. Let me explain – you tell a prospective what you do once, maybe even twice, and well, you want and probably even EXPECT them to understand and remember what it is you do after saying it those one or two times.
I recently read an article that spoke about the “three-times convincer.” Basically, it said how you can’t tell someone something only one or two times and then expect them to believe you.
In fact, according to the article, “80 percent of people need to hear a message three times before they buy into it, 15 percent need to hear it five times, and five percent up to 25 times.” Do you realize, that the minimum amount of times they said was THREE? That was the least amount of times someone needed to hear a message in order for them to really get it. And the most was – I know – TWENTY FIVE!
Now while 25 times does sound a bit much, it definitely shifts your perspective a bit. If you’ve been wondering why more prospects haven’t become clients, you now know that it could very well be simply because you haven’t told them enough times about what it is you do!
It’s not that you’re not good enough or that your service isn’t valuable, it’s that you’re TOO QUIET! Start speaking up more, and see if it makes a difference. Now while this doesn’t mean that everyone will suddenly say “yes” – I can tell you that simply going by the laws of probability, the more people you speak with and the more times you tell them what you do, the higher the likelihood that you will have more clients.
So now what?
Here are some of the ways I keep the conversation going:
1. Send your prospective clients a weekly newsletter.
2. Schedule coffee dates or phone calls with potential referral partners.
3. Pick up the phone and see how past, current, and potential clients are doing.
4. Send a “just because” card to check in.
5. Email them and ask them if there’s anything you can do to help.
6. Mail them a birthday card and/or present.
These are just a few of the hundreds of ways you can keep in touch with the people in your world.
You can also watch a video that I recently posted on my blog about this.
The lessons to be learned here are that connecting or following up with someone one time is never enough, there is no such thing as an overnight success, and to keep going, no matter what.
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Jordana Jaffe is the founder of Embarkability, a company that teaches women how to start and grow their own service-based businesses. To receive Jordana’s free weekly newsletter that shares her secrets and tools, you can sign up here, and if you would like to connect with her directly, you can schedule a free complimentary 30-minute Business Strategy Session today. To learn more about Jordana, visit her website, on Facebook or Twitter.