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Harvey Mackler, owner of Gempire shared
this information which came from a business consultant he knew: It
takes on average eight calls over two years to convert a prospect. The
consultant always drove home the concept of a consistent and persistent
approach. But be patient. Find reasons to stay in the prospect's face.
Community involvement will help. People like to do business with people they know.
Yes,
we can get lucky and gain new clients sooner, but from a statistical
point of view, develop your information and relationship over the two
year period. (Or if you think the prospect has limited value to you,
move on!)
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