What is the difference between a possibility of closing a sale and a great probability of seeing sales close consistently? It usually lies in a few key nuances in your process or approach that can make a thousand percent difference in your results.
You can waste a lot of time (and reputation) by skipping to what you want and not considering what is important to the people you connect with.
Whether they take that call or open that email will be based on a number of factors. Do they trust you? Do they remember you? Is it the right time of the day? Do your words intrigue them? Do they sense genuineness?
Activity alone will not get results if you are seeking to make sales or build relationships. Activity is about you, not your customer. Though it is required after the strategy is set up well, it augments how you connect.
The nuances come in your friendliness, your personalization and your timeliness. These are all things you can control. It is worth the investment to spend the extra time to be world-class in each of these areas.
We can quickly detect mass marketing messages. It’s why we hate phone trees, email spam, cold calling, and networking. The mechanics may be perfect, but the substance is lacking. Mass efforts treat everyone the same. You may have 95% of the message right, but that last 5% is everything. It’s what makes the difference between connection or being ignored.
In effect, we have a hyper Pareto effect happening. You have to spend 95% of your energy in that last 5%. You have to treat people like individuals and spend the extra care, time and focus personalizing your efforts. Otherwise, it’s just not worth it.
No system is going to make what is a human touch genuine. You, your team and your partners have to do the hard work of engaging, connecting and systematizing it all so that you can give yourself the opportunity to focus on that last 5% of nuance.
It’s the best area of advantage you can have with your competitors and others who are throwing things against the wall hoping to break through.
