Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

Staying Focused and Motivated When Results Aren’t Immediate

People are not usually ready to take action to hire you or refer to you after one follow-up. In fact, it is likely to take five or ten or more follow-ups before people take action. Think of this like dating: taking action would mean committing to a long-term relationship. While we can certainly all think of exceptions, most couples date for some time before they commit to each another. If it were faster, it would be surprising, but for some reason in business we expect the results to be faster. Maybe because the business courtship period is not quite as fun—it doesn’t typically involve candlelight dinners and weekend getaways. If you start to get frustrated that results aren’t happening, ...