Y’know, it only takes three Life Touches to sell a prospect. That’s it. Well, okay, depends on a few things. But it’s really as easy as 1-2-3. Let me tell you how because it could mean faster sales and more income to you.
First let me clarify “sell.” What does it mean to sell a prospect? Does it mean you walk away with a check in your hand? Not really, unless you’re into the sell ‘em and leave ‘em one-night stand selling style. I’m not.
I’ve found that a better way of selling is building long-term, trust-centered relationships. I become a trusted advisor that they “must” come to for their needs. So, to sell means to sell them on YOU. And that only takes three Life Touches. Do this right and you’ll walk away with check in hand MANY times over the next few years!
Here are the considerations to make it happen fast.
Quality interaction
Sorry, you can’t depend on email autoresponders alone to build relationships. Even top internet marketing gurus don’t just use email. They host webinars, teleseminars, live seminars, make videos, send mail, and even outbound phone calls! Crazy! They focus on multiple touch points to establish trust. Which leads me to the next point…
Purposeful follow up
EVERY interaction must have a purpose. I call the important ones Milestones. Each milestone has a design to move the relationship forward in trust, connection, desire, and buying. A phone call just to ‘check in’ is usually worthless. Before you make a call or write and email, ask “what do I hope to accomplish from this?”
Building rapport
You need to be big in their mind. Your prospect is hammered every minute from all the people who want to see you fail. You need to stand out. What’s the defining characteristic about you (and your product)? Sales people are given a list of 50 benefits and features and try to pitch them all. You need to focus on ONE THING that stands you out. Only talk about that. Be so bold and convicted about what you are selling that every competitor fades into the background. You’ll be viewed as an expert. And they will be sold.
Magnetic personality
Suck them in. Draw them close. Pull them to you like a black hole. Your personality and engagement needs to be gravitational. Your prospect can’t resist you. Charm them. Ask about the important things in their life. Make small jokes (carefully). Give them a bit of your personal side. Let them know that you are a person trying to make your way just like them. Smile! If you are instantly attractive, prospects will desire to be around you. And when that happens, you’ve sold them.
The three Touches
Here’s Milestone Map that I follow most times to get “intimate” with my prospect, or a networking contact quickly.
1) First touch. Usually a chance meeting or a phone call. This is the first time I make personal contact. It’s very important to establish a base for the relationship. Meaning there is something to talk about next time. Whether it is a need they have, an interest we share, or something I can help them with.
2) Follow up on the first touch. This should happen within a couple days. Can be an email or phone call. I like to write a personal note card and mail it if I have their address. Even better is finding their address and sending a note/letter. They are surprise because NO ONE does that. And everyone loves to get mail (other than the usuall bills). I also use this second interaction to get an important piece of information used in the next touch.
3) Locking them in. I try to find out an interest, desire, or need during the first two touches. Then I find a related article, website, book, or something related to that topic. I mail, email, or fax the piece to them with a personal note. This step is AMAZING. So few people do it because it takes a bit of work. But it works wonders on the prospect’s subconscious. They will remember you forever.
Important note: Following this doesn’t mean you will get a check from every prospect. Sometimes, they just don’t want your product! But it builds a strong rapport that can then be leveraged for referrals, future business, and general goodwill in the marketplace.
Try it out and let me know how it works for you!
By the way you’ll need a system to help track and manage all this. I recommend Vision Pipeline Assistant. It’s simple, fast, and free.
Posted by Robert Schneider 
