Hug Your Prospects by Dawn Wagenaar, Blog Champion, Ingenuity Marketing Group

[Edward E. Williams III]

This is an awesome post from the Cold Closing Network by Dawn Wagenaar, Blog Champion and Principal, Ingenuity Marketing Group LLC and Featured Contributor, Cold Closing Network.

Dawn really provides meaningful thought process for why we should be "hugging our prospects" and you can check out more of her work at Cold Closing Network... (I've added a few notes as well... check it out)

Have you connected with your prospect 12 to 15 times yet? Find out how at Ingenuity Marketing Group's Power Up Blog, which focuses right now on young professionals. After checking out our blog, click into our firm website to learn more about Ingenuity Marketing Group and access our free Tool Kit.

Wow! This is an excellent topic and more of us should be reading this information... It could really mean the difference between winning and losing new business and/ or keeping a client. Dawn goes to great lengths to provide us with fact based research to support the necessity to nurture sales relationships... and provide some farming tips as well.

So that we get a good feel for more of the message, I have included another excerpt from the article at the Ingenuity Marketing Group Power Up Blog

Thanks a bunch Dawn for posting this very relevant information. Let's here it for Dawn and to quote a line from one of my favorite movies of all time (Coming To America, Eddie Murphy) "...we really appreciate the kind that jingles but we can really use the kind that folds."

Here the excerpt...

"Research found that before 1977 you could sell between four and six contacts. In 1990, it took from four to nine contacts. By 1992, it was nine to 12 contacts. Today, it is estimated to take 12 to 15 contacts with a prospect to produce enough time, trust and need to convert a targeted prospect to a client.

Since few of us have the time to meet face-to-face with every single person your marketing strategy becomes critical. Only some of these contacts will be face-to-face or on the telephone. Others will be:
• Various marketing pieces
• Direct mail and advertising
• Articles you have written or you were quoted as a resource
• Newsletters
• Issue or interest-related articles
• Speeches and seminars
• Word of mouth
• Email, Internet and your website
• Personal experiences with you

Building relationships can be very time consuming but in the end it can benefit you as well as them. I urge you to put together a systematic approach that will allow you to stay in contact with your clients, prospects and referral sources and nurture them each accordingly."

Enroll in Cold Closing University for the best in sales development education...