If you believe what I am about to tell you, and make it your business to do something about it, your future success will almost be guaranteed.
Not enough of the right people know you are alive.
The lesson shared in today’s lesson is also what I term “a keeper.” That means that, if you learn nothing else from our time together, I want you to (at the very least) believe the ten words printed above. And if, by chance, a good number of people know you are alive, I want you to memorize the following eleven words.
When you are out of sight you are out of mind.
Regardless of your industry, it is a competitive jungle out there, and the world is filling up with “noise” faster than you can tune into Jerry Seinfeld reruns. The long and the short of it is we are inundated with information coming from any one of a thousand directions. What we have is not a failure to communicate, as was brought to our attention in the movie Cool Hand Luke. What we have, is too much communication.
The human body is an incredibly adaptive mechanism. To prevent from imploding or at the very least, short-circuiting our brain waves, we have developed the skill of tuning people (and things) out of our lives if they don’t immediately pertain to our daily interests.
Therefore, if you want to make a point with a client, prospect, suspect or anybody else for that matter, it is your job to do what needs doing to enter their personal attention zone. Naturally, this is much easier said than done. Remember, the “Tune-Out” mechanism is a sophisticated and highly effective device, honed to perfection after years of practice and implementation.
If you want people’s attention, it is your job to become and remain visible—end here comes the rub. You must manage to do this without becoming an obnoxious, obtrusive bore.
The Rule of Seven
If you had to hang your hat on any one single practice, this would be it. This rule states: If you are serious about doing business with a prospect, it is necessary to plan on contacting them a minimum of seven times… in each 18-month period.
You can plug in your own numbers. There is nothing magical about the number seven or 18. This rule simply implies consistency. It is used to prevent a haphazard, hit-or-miss, hodgepodge feeble effort to growing your business by luck, hope, a wish or a prayer. If you can’t commit yourself to adhere to the Rule of Seven, don’t pretend that you will soon be enjoying a growing business. You won’t be. This is one of those rules you can take to the bank.
The secret (or key) is spelled ‘consistency.’
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. mike@mikemarchev.com.
*** You want more to think about? Check out my weekly podcast (Mike’d Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.
