1 N O T MA K I N GT H E C A L L The#1mi s t ak ei nsal esi snev ermaki ngt hecal l . You’ r et oobus yor gani z i ng,s ear chi ngt heCRM, l ooki ngf oras cr i pt ,t hi nki ngaboutwhaty ou’ r e goi ngt osay ,t r y i ngt o ndwhatGr antCar done sai d—MAKETHECALL.48% ofal l sal espeopl e don’ tmak et hecal l .ALLy ouhav et odoi smak e t hecal l !Andt heny ou’ r eatl eas tbet t erof ft han t he48% ofpeopl ewhodon’ t . Idon’ tcar ewhaty ousay ,i fy oudon’ tknowwhat t osayy et —MAKETHEFRI GGI NCALL.Andt he mor ecal l sy oucanmak e,t hebet t erof fy ouar e. They t ol dy ou t hey ar en’ tgoi ng t o be home t oday? CALL THEM.Idon’ tneed t hem t o be home.They ’ r e outoft own? CALL THEM.He sai dhe’ si nameet i ng.CALLHI M. Wheny ou’ r es pendi ngt i memaki ng“ r eas ons ”nott omak ecal l sy ouneedt obe unr eas onabl eandmak et hecal l .I ’ l l wal ki nmysal esr oom,getacel l number andcal l bef or eIev enknow whatI ’ m goi ngt os el l t hem. SHOW UP Gr eat nesswi l l not ndy ouunt i l y ous how up.Cr eat i v i t ywi l l not ndy ouunt i l y out ak eact i on. © GRANTCARDONE,ALLRI GHTS RESERVED. 2 Not enough cont act s ,f r equency , not of t en enough, v ol ume—al l of t hes e des cr i be t he s econdmos tcommonl ymademi s t ak ei nsal es : notenoughcal l s .80% ofal lsal esar emadebet weent he5t handt he1 2t hcont act .Theav er age sal esper s ondoes n’ tmak eanycal l s .Thenumber sar er i di cul ous .Youneedt omak eatl eas t5 r eques t st omak et hesal e. I fy out hi nki t ’ sgoi ngt obeone,t wo,t hr eeor ev enf ourcal l sy ouar en’ tgoi ngt omak ei t .Your buddi esar ewi t hy ouandy oucompl ai nnoone ev ercal l sback,nooneev erpi cksup—actl i k ea gr ownup.Thi si st her eal wor l d. You’ r enotmaki ngenoughphonecal l s .You’ r e notmaki ngenoughemai l s .You’ r enots endi ng enought ext sf orany onet oknow y ouexi s t .I t ’ s t hesamepr obl em f ory ouons oci almedi a —y ou don’ texi s t .YouT weett wi ceadayi nt oas eaof 500mi l l i onT weet st hatgo outev er ydayand expectpeopl et onot i ce. Fi v et ot wel v ecal l s ,notoneort wo,i swhaty ou needt ot hi nkwi t hf orf ol l ow up.Youneedt or i s e abov et henoi s e. © GRANTCARDONE,ALLRI GHTS RESERVED. 3 C A L L SN O T O NR E G U L A RB A S I S Yourcal l sneedt obeonar egul arbas i s .Randomness ,onecal l nowanot hercal l i n30day s ,3mont hs now anot herone—y ouneedv ol umeandy ouneedf r equency . I t ’ sl i k ewor ki ngout .Youcanwor koutonceaweek,di f f er entday sev er yweek,s ki pweeks —who car es ?Youar en’ tget t i ngr es ul t sy ou’ r ej us tget t i ngpai nands or emus cl es .Jus ts t ayhomeandeat cooki es . Thewayf ort hewor k outt owor ki st odoi tev er ys i ngl eday .You’ r egoi ngt of eel bet t erabouty ours el f , cr eat eadi s ci pl i ne,i t ’ sgoi ngt ocr eat eadi f f er ents el fes t eem.Thesamegoesf orf ol l ow up,t hecal l s t heemai l sandt hecont act smus tber egul ar . “Wi t hf ol l ow up,bet hest r eam,nott her ock. ”–GC Becons i s t entandr egul ar ,t her eal lt het i me.Wheny oucal lpeopl ebackwi t hr egul ar i t ywi l ls t ar tt o bui l dy ourper s onai nt hemar k et pl aceandt ak ey ououtofobs cur i t y .Youbecomedependabl e,t r us t wor t hyandbecomet hecont actt ogi v eacont r act . © GRANTCARDONE,ALLRI GHTS RESERVED. 4 WA I T I N GT O OL O N GT OF O L L O WU P Wai t i ngt ool ongi samaj ormi s t ak ei nf ol l ow up. Thes peed atwhi chy oucanoper at ewi l lgi v e y ou a t r emendous amount of l ev er age i n t hemar k et pl ace. Fol l ow upwi t hi nt he r st60seconds i ncr eas eschancesof conv er s i onby~320% I magi ne t hat ? Jus tbydoi ng s omet hi ng FAST i ncr eas es y ourchances by ov er300%.Why woul ds peedbes oi mpor t antt oy ourcus t omer ? Speed i s cer t ai nt y .Speed i ss ecur i t y .Speed say sy ou’ r et he onl y per s on.When s omeone j umps up and con dent l y say s ,“ Fol l ow me. Iknow wher eI ’ m goi ng”y ou’ r egoi ngt of ol l ow hi m bef or et heguywho s t andsup and say s , “ Wel l ,I ’ m nots ur e,It hi nkwes houl dt r yt hi s …” Don’ twai tt ool ongt odoy ourf ol l ow up.I fy ou hav et hei rnumberf ol l ow t hem up—don’ twor r y abouty ourCRM,i fy ou’ r eor gani z edorwhaty ou needt osay .I fy ouknow wher et heyl i v e,dr i v e ov ert her eandf ol l ow up. Wai t i ngt ool ong. . .Don’ tdoi tt oyour sel f ,yourcust omeroryourbusi ness. © GRANTCARDONE,ALLRI GHTS RESERVED. 5 L A C KO F V A R I E T YI NR E A S O N ST OC A L L Lacki ngv ar i et yi nr eas ont of ol l ow upi samaj or mi s t ak e.I nat r ansact i on y ou can’ tj us tk eep r epeat i ngt hesamet hi ngov erandov ert ogeta deal .Notunl i k e wor ki ng wi t hy ourki d ev er y day —y ou need v ar i et y or y ou’ l lget bor ed. Youcan’ tbedependentupononemechani s m. I tdoes n’ tmat t eri fy oul i k ehandwr i t t ennot es , i tdoes n’ tmat t erwhet hery oul i k ephonecal l s , i t does n’ t mat t er i fy ou l i k e l eav i ng a message—t hi si sf ort hem,notf ory ou. Becaus ey oul ackv ar i et yy oubecomepr edi ct abl eandr unoutofr eas onst of ol l ow up. Us et hewhol egamut , us eev er yt hi ngi ny ourar s enal : •Text •Emai l •Handwr i t t ennot es •Per sonalvi si t Ihat eper s onal v i s i t s .Ihat eget t i ngi nt ot hecar ,dr i v i ngacr osst own,wal ki ngi n—butper s onal v i s i t s ar es opower f ul y ouhav et omak et hati nv es t ment .Youhav et obewi l l i ngt odot het hi ngsy oudon’ t wantt odoandus et hef ul l v ar i et y .Thati swhatwi l l s how y ourcl i entt haty ouar et her ef ort hel ong r un,y ou’ r ecr eat i v e,y ouhav es ol ut i ons ,andy ou’ r ewi l l i ngt odowhat ev eri tt ak es ,whenev eri tt ak es , howev eri tt ak est ogett hej obdone.Us ev ar i et y .Don’ tgett oocomf or t abl eandt oor eas onabl ewi t h t hesameol dmechani s ms .Addv ar i et yt oy ourr eas onst of ol l ow up. © GRANTCARDONE,ALLRI GHTS RESERVED. 6 N OC L E A RP U R P O S E I NT H E C A L L Anot hermi s t ak ei snocl earpur pos ef ort hecal l , t he cont act ,t he per s onalv i s i t ,t he t ext —y ou needar eas on. ThewayIs t ar tmycal l shasal way sbeent he same:“ Hey ,t her eas onI ’ m cal l i ngy ou…”It el l ev er y body t he r eas on up f r ont .Thi nk oft hi s s cenar i o:y ou’ r emeet i ngacl i ent ,y ouhav ean appoi nt ment ,Ineed8t o1 0mi nut esmax.My i nt ent i onont hi scal l i st ohav emypr oductonour pr oductbef or eIl eav e. Myi nt ent i onwas n’ tt obet her et oas kaboutt he ki dsandhow ev er y onei sdoi ng.Somepeopl e l i k et hat ,may bet hat ’ sgoodf ory ourcl i ent —i fi t i s ,dot hat ,butmak es ur ey ouar et her ewi t ha cl eari nt ent i on and pur pos e.Was y ourcl ear pur pos eorr eas ont o ndoutaboutt heki ds ?I f i twas ,don’ tpr es enty ourpr oduct —y ou s ee whatI ’ m say i ng? Buti fy ourpur pos e wast o mak econt act ,t os howt hem y ourpr oduct ,t oget a deci s i on t hen why don’ ty ou mak ey our at t ent i oncl earupf r ont ? Ev eni fy ou’ r egoi ngt opr es entt oani ndi v i dual ,as mal l gr ouporanaudi t or i um f ul l ofpeopl e—does n’ t mat t er —al way sl ett hem know whaty ourpur pos ei sup f r ont .Jus tbehones tabouty ourcl ear pur pos e,andy ou’ l l al way shav eone. © GRANTCARDONE,ALLRI GHTS RESERVED. 7 N O T L E A V I N GAME S S A G E Mor esal espeopl edot hi s ,t handon’ t .“ Idon’ t want t ol eav e a message,t hey ’ l lt hi nk I ’ m des per at e.I ’ v e cal l ed t hem s o many t i mes ,I don’ twantt ol eav eamessage. ”Whynot ?!You ar e des per at e,who’ r ey ou ki ddi ng—ar ey ou hungr yf orbus i ness ?Thenl etpeopl eknow i t ! Idon’ tknow whys o manypeopl e ar e hi di ng behi ndt hi si deaofnotl ooki ngdes per at e.Look, I ’ mt r y i ngt ogr ow mybus i ness —I ’ m des per at e. Ev er yt i meIcal ls omeone,Il eav eamessage. Ev er yt i meImak eav i s i tdownt hes t r eet ,Il eav e a bus i nesscar dt her e wi t hs omeone—ev en i f I ’ v e been t her e3t i mes t hat day . I want t hei rbus i ness . Ihadacus t omert el lmet hei rbosst ol dt hem a s t or yofhow Gr antCar done v i s i t ed hi sofce ev er yday20y ear sago.Iwenti n,wai t edf oran hour ,di dn’ ts eehi m,wentbackt omyhot el .Di d t hi sf ort hr eeday s ,andt hens t ar t edgoi ngt wi ce a day .I n 7 day s Iv i s i t ed t hei r ofce 1 0 t i mes —andnev erear nedhi sbus i ness .Buthe’ s beent el l i nghi sempl oy eesaboutmeandhow I f ol l ow upf or20y ear s . Bet hes t r eam.Whet hery ou’ r eon t hephone, l eav i ngamessagei nper s on,oremai l i ngNEVER mak et hem f eel bad,j us tl eav eamessage! Al ways,al ways,al waysl eaveamessage. © GRANTCARDONE,ALLRI GHTS RESERVED. 8 N O T C O L L E C T I N GC R I T I C A L D A T A F O RF U T U R E S A L E S Thi si sami s t ak ei nf ol l ow up,whet hery ous el lcar s ,wat ches ,f ur ni t ur e,i nv es t mentpor t f ol i osorwor k f orabanky ouneedcr i t i cal dat af orf ut ur esal es —ot herpot ent i al s . Under s t andt hi s ,Iboughtawat chr ecent l y ,hadt hewat chf oraday ,andwasal r eadyt hi nki ngabout anot herwat ch.Iboughtmywi f eaRangeRov erandbyt het i mei tgotdel i v er edIt ol dmyass i s t anti f t heyf ol l ow upas kt hem whati twoul dcos tt ogetawhi t eone.Asacons umerI ’ ml i t er al l yt hi nki ngt o r ei nf or cet he r s tpur chas ewi t has econdpur chas e.Hav ey ouev erbeent oaf ur ni t ur es t or e ?Wenti n, boughts omef ur ni t ur e,andont her i dehomet hought ,“ Whydi dn’ tIbuyt hats i det abl e ?Wi s hwehad gr abbedt hatl amp.Whydi dn’ twegett hemat chi ngbeddi ng?”Happenst oev er y body .Peopl ewho mak ei nv es t ment smak et hei ri ni t i al choi ceandt heni mmedi at el ywonder ,“ Di dwei nv es tenough?” I fy ou’ r enotcol l ect i ngcr i t i cal dat aandnotl ooki ngf orf ut ur esal esi sami s t ak e.Al way sendt hes ecal l s l ooki ngf orot herpot ent i al sal es ,l ooki ngf orbuy i ngcy cl esandwhat ’ snext . CRI TI CALDAT A: Col l ecti t ,l ogi t ,l ookf ori t ,havei t . © GRANTCARDONE,ALLRI GHTS RESERVED. 9 N O T A S K I N GF O RR E F E R R A L S “ Whodoy ouknow?Who’ smos tl i k el yt obuya pr oductwehav eorus eours er v i ce ?Mybus i nessdependsonpeopl el i k ey oudoi ngbus i ness wi t hpeopl el i k eme—Whodoy ouknow?”When mywi f ecal l sdel i v er yf ordi nner ,Iknow peopl e whowantdel i v er y .I hav ea$4, 000Kangenwat er l t er .Iact ual l yknowmor epeopl ewhowantand canbuyt hatmachi net hant heguys el l i ngi t . Ther ei s no r ul e,j us tknow t hi s : •Ask •Askof t en •Askf r equent l y •Keepaski ngf orr ef er r al s I t ’ snotgoi ngt oof f endany one.I fy oupr ov i de mor ev al uef ory ourpr oductt hant hepr i ce,i t won’ tbeapr obl em as ki ngf orr ef er r al s . DON’ TSAY: “ I fy ouknow any body ,s endt hem myway . DO SAY: “ Whodoy ouknow t hatwoul dbene tf r om mypr oductors er v i ce ?” © GRANTCARDONE,ALLRI GHTS RESERVED. 1 0 N O T O R G A N I Z E DT OS T O R E D A T A Look,t hi si soneoft het hr eebi gges tmi s t ak esImadei nmycar eer .IhadnoCRM i npl ace,Iwas n’ t col l ect i ngt hedat af r om myphones ,Iwas n’ tcommi t t edt ok eepi ngt hedat at hr oughoutmyent i r e exi s t ence.Cont act sorcont r act s —al way sk eept hedat a,al way supdat et hem. Eveni fyoul eaveaj ob,donotgi vet hem up. Keept hem updat ed.Keept hem or gani zed. I tdoes n’ tmat t erwhaty ou wer e doi ng t wo y ear sago.I tdoes n’ tmat t ert haty ou ar en’ ti nt hi s bus i nessort hatbus i ness ,becaus ey ou’ r es t i l li nt hebus i nessofpeopl e,t hebus i nessoft aki ng car e ofpeopl e,t he bus i ness ofbr i ngi ng a gr eatat t i t ude,a gr eats er v i ce and a gr eatv al ue. Andt hepeopl ewhodi dbus i nesswi t hy out hr eey ear sagoort hi r t yy ear sagot heyar egr eatcont act s andy ou’ r egoi ngt oneedt hem. © GRANTCARDONE,ALLRI GHTS RESERVED.
