One of the biggest mindset changes I made was in realizing that not everyone is going to buy when I want them to buy.
Look at the pie chart for a few minutes... There are 5 different sections. Each section represents when people buy.
- 3% buy immediately. They've been actively searching for what we are offering and are getting out their checkbooks and/or credit cards. This is where most speakers focus their attention to determine if the speaking gig was worth it.
- 7% are very interested but just haven't gotten to the point of actively searching. They are very close to buying but maybe not that very minute.
- 30% know they have the problem and will be looking for a solution but there is no sense of urgency.
- 30% don't even know they have a problem!
- 30% will never buy so bless them and let them go.
When Callan Rush exposed these figures in one of her webinars, I was shocked at how much money I was leaving on the table because I didn't have an effective follow-up system in place that continued to feed information, stories, testimonials, and buying options to 67% of my audience who would consider buying in the future. I thought it was MY FAULT that more people weren't taking action at the end of my talk... I've had a lot of speaking gigs since hearing these numbers and my experiences jive with her stats.
Here's the point I'm trying to make - if you don't give people a compelling reason to give you their contact information and you don't have an effective and persuasive email follow-up system in place, you are talking your way to broke.
Following up and getting results isn't magic - it's strategic and necessary if you truly want to impact more lives and make more money.