ABOUT THE PROBABLES, IT’S ABOUT THE PEOPLE

By Deb Drummond

When I discovered my people, my entire business fell into place.

It’s not about probability, it’s about the people. I hang-out where my people hang-out. If my people are on Facebook, that’s where I am headed, fast. If only 1% of my people are on TikTok, then I am going there last. Do a deep dive and discover your elements such as tone, language and relatable language.

One of my favourites is to replace the term ‘follow-up’ with ‘profit calling’ to close sales! Between 86%-87% of people stop going to the same person after the third call. Perhaps, an interaction leads to a purchase, and the third call is all about digging into self-esteem, because there is a fear that “am I bothering them?”

Money doesn’t start until the fifth call, until they know you and then, they can take up to twelve calls. When you get to understand sales, when you meet someone, be it short or long term, there is mutual respect because you understand the pipeline process. If you go the distance with a sales process, your clients know that you’ll go the distance with them in a sales cycle.