Yes, we are seed planters. We need to look at our business from the perspective of farming. We till the ground, plant the seeds, water and fertilize them, and wait for the harvest.
The irony is that we live in a 24/7 society, but our “seeds” take time to mature for the harvest. We do not plant today and harvest tomorrow. Per the National Sales Executive Association only 2% of sales are made on the 1st contact and 80% of the sales are made on the 5th to 12th contact.
Did you catch that? 80% of the sales are made between the 5th and 12 contact.
What is your sales strategy? I believe in relationship marketing; plant the seeds and wait for the harvest. I suggest that you have a contact strategy that generates 12 distinct and separate contacts. Once you make the initial contact have a system to follow up for a year minimum. Find ways to serve not sell to your potential client. Find opportunities for them to come to your web site for advice. Become the go to site for information on your industry. Find ways to develop relationships and invite your current and potential clients to social activities. The list is endless.
Be a seed planter!
– Catalyst John, Business and Entrepreneur Coach
Great post, Catalyst John! I agree 100%. There’s nothing more important than the process of nurturing/cultivating the harvest. Relationships, when nurtured lead to great harvests. The reward is not in closing the deal, but in establishing a relationship that can create other opportunities, beyond just one sale.
If the goal is simply to make the sale, it will be difficult to reap ongoing rewards. Each new sale will require planting and cultivating new seeds and that’s a lot of work!
Thanks for the inspiration!
Right on CJ. That is one of the frustrations so many people experience in a professional services sales environment. It is definitely a world where the harvest comes “later”. I have always planned on 5 – 7 “touches” before evaluating success. Thanks for the reminder….in due season will we reap! Focus on building the relationship until the fruit is ripe!