Educating is Closing...Relationships are Revenue!
Do you really have a rolodex? Do you really have contacts? I challange you....
If you think you have....here's how you'll know.
Go through each and every one of your "contacts," all of them, every name, every business card, every email, AND EVERY CONNECTION ON LINKEDIN. If you can't reach out to each and every single one of them personally and ask them for a referral or a favor or an introduction-take them off your list, they are not a contact and you have not built that relationship; and you haven't built it because you haven't taught them anything; if they haven't bought from you, they will soon forget you.
It's not your customer's or prospects job to remember you; it's your responsibility to make sure they don't forget you, that happens when you educate consistently-whether they are a long time customer or prospect.
Go through each and every one of your "contacts," all of them, every name, every business card, every email, AND EVERY CONNECTION ON LINKEDIN. If you can't reach out to each and every single one of them personally and ask them for a referral or a favor or an introduction-take them off your list, they are not a contact and you have not built that relationship; and you haven't built it because you haven't taught them anything; if they haven't bought from you, they will soon forget you.
It's not your customer's or prospects job to remember you; it's your responsibility to make sure they don't forget you, that happens when you educate consistently-whether they are a long time customer or prospect.
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