“My goal is to meet three new people a day and make one of the three a personal customer.”
The Nordstrom Way – by Robert Spector & Patrick D. McCarthy, page 185
Chapter 7: the Art of Selling
Although I am not a fan of the “selling is a numbers game” crowd, I did find myself underlining the above passage. I did so for two reasons:
If you wake up each morning and do not have a specific goal or objective for the day, chances are your days will pass you by without achievement. The word goal got my attention, and I began to think.
I have often heard myself telling people that if prospects do not know you are alive, you have zero chance of them deciding to do business with you. I consider this to be the highest form of logic, and I challenge anybody to disagree with me. You must be visible and recognized before you have a chance of winning in sales.
The ratio above indicates that it takes more than one person before you capture a new client. I also agree with this belief, although I’m not sure if the numbers are correct in this case. It has been my experience that the number three might be closer to five. I suppose that depends on who your target audience is.
In any event, the more people you meet, the more people you will categorize as good guys, and the better the chance that sooner or later they will become prospects, which hopefully turn into clients.
It all begins with a goal.
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