Assess Time to Sale™
Once again, use the sample of your last five clients. How long did it take you to secure each client’s business? Determine how you met each client. What percentage were referred from one or more referral partners? Be sure to add specifics for multiple clients in order to see buying patterns.
Now that you understand why and how clients buy, stay tuned for next week’s newsletter to see how to proceed as we continue social distancing! Stay focused!
To see how early preparation can help you bring in new clients, try the comprehensive “Closing From the Beginning” free module at www.dotsgrow.com/store This module offers the lifecycle of new business and will allow you to apply concepts to your particular firm on a real time basis.