I woke up today with the word PRECISION on my mind.
It's been floating around all day..and has been flavoring some of my phone conversations.
This is sort of in support of the whole SCIENCE vs ART theme we've been developing.
One of the things that makes the science part of the system (up to the point a lead shows up in your inbox) so "scientific" is PRECISE measurements.
We know exactly how many people saw your ad in google. We know precisely how many people left a name and email address to come in to your site, and we know exactly how many people asked for something when they came in.
So once the leads show up in your inbox...does that trigger a PRECISION operation that sets off a chain of perfectly duplicatable events?
Does EVERY lead get the same 7-Step Connection process?
How does it work? Precisely.
See, we spend so much of our time focusing on measuring and doting on the science numbers looking to see if something is "wrong"...and so little time focusing on precisely measuring what happens once the lead comes in to the inbox.
Bably steps measured precisely are the key to improvement.
When we put 10 people through the 7-Step Connection process in less than 7 days...what happens? precisely.
There are a very limited number of possibilities.
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We connect with them on the phone.
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We "connect" with them by email.
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We DON"T connect with them at all.
That's the only 3 possibile outcomes.
How many of each will happen out of 10?
I'm not concerned about whether they turn out to be 5-Star Prospects or not at this point.
The FIRST bably step is connect or NOT connect.
Yes or NO.
There's no skill required for that. It's just following the steps in the 7-Step Connection Process.
Do you DO all the steps? Every time? At least the steps you CAN do...if you don't get a phone number for example.
Let's start really paying attention to this.
Especially this month.
After all -- it IS Connecting and Bonding month!