How many follow up calls, emails or touches does it take to sell a project? 

Three? Five? Ten? Fifteen?

We can all agree that it takes a lot of touches to make progress and ultimately close a deal. 

Most attempts result in rejection. 

Rejection could be a “No”. It might be “A decision hasn’t been made yet.” Rejection will sometimes be a voicemail that isn’t returned, or a text that isn’t responded to. 

Not only does it take a large quantity of touches, most touch attempts leave you with a feeling that no progress is being made.

Even though these touches seem futile, your prospect is seeing nearly ALL of them. Each one serves a purpose. If it feels like you’re not making any progress, you’re wrong. You are making progress. You are one step closer each time you attempt a connection. 

In Darren Hardy’s book, "The Compound Effect", Hardy discusses a guiding principle and formula that helps make sense of this topic. 

Hardy’s simple, yet powerful formula is: 

Small Smart Choices + Consistency + Time = RADICAL DIFFERENCE  

Essentially, Hardy explains how small actions done consistently over time will produce incredible results. You just have to be ULTRA patient. 

If you want to close more sales, your “Small Smart Choice” might be making more follow up calls. 

The question is can you make follow up calls CONSISTENTLY? 

What if you could get in a rhythm of making follow up calls every day until you made it a habit? The first few weeks might not bear much fruit. But after a while, you would be consistently working on “touch #9” and “touch #12”.

When you get a voicemail, you happily leave a message.

When your customer tells you that nothing is progressing, you thank them and make a note in your CRM to follow up later. 

Each “touch” gets you one step closer to inking the deal. 

Do you have what it takes to set aside time EACH day to follow up on projects? Can you be CONSISTENT? Do you have enough PATIENCE?

Small Smart Choices + Consistency + Time = RADICAL DIFFERENCE  

You can do it!


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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size project. When he’s not at work, Brad enjoys photography, running and spending time with his family.


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