Conner Marketing November 2017

Og Mandino and the Incredible Lessons of Simon Potter 'THE GREATEST MIRACLE I

At some point in their career, every businessperson and entrepreneur will pick up “The Greatest Salesman in the World” by Og Mandino. This book has inspired countless people to achieve their greatest successes. Today, I’m recommending another one of Mandino’s books, “The Greatest Miracle in the World,” written about one of the most influential men Mandino ever met, Simon Potter. When Mandino met the retired Simon on a snowy winter morning, it seemed like pure coincidence. As you read on and see Mandino and Simon form a strong bond, you might believe a greater force was at work. Simon shares an uncanny number of qualities with the main character of Mandino's book, including their jobs and their wives’ names. A self- described ragpicker, Simon spends his days finding people who have lost their purpose in life — the “living dead,” he calls them — and helping them find their path again. Through his advice on life, happiness, and the obstacles in the journey to success, Simon became a friend, father figure, and spiritual advisor to Mandino. What begins much like a “Tuesdays With Morrie” story takes an unexpected turn when Simon disappears completely from Mandino’s life.

At Simon’s apartment, Mandino finds a young mother and her children, who insist they have lived there for years, and no one has any recollection of the old man. All Mandino is left with is a package containing Simon’s final letter and a series of writings the two men discuss briefly. These writings, called “The God Memorandum,” are framed as if penned by God to you. Yes, you, the reader. Written for Simon’s “living dead,” people who have lost their purpose in life, this memo is a reminder that each person is special. We are all placed on this earth with a purpose, a mission we must fulfill. Yes, we will fail many times, but as long as we do not let self-doubt steer us off our path, we will find our purpose, in time. “The Greatest Miracle in the World” sets you on a winding narrative, which records the conversations of two men who explore the writings of history’s greatest philosophers. It is a valuable book for those dark times when we’ve forgotten how to believe in ourselves. As for what the “greatest miracle” is, exactly, I suggest you read the book yourself to find out. It is a short read, but I promise, it will stick with you for years to come.

The Importance of Following Up on Leads If you’re a business owner seeking to climb your way to the next level of success, there are three questions you must ask yourself. The answers will determine whether your company grows dramatically over the next few years or whether you’ll be sitting wondering why you have few prospects. of a salesperson giving up so easily should make you more than a little frustrated.

Moen Faucets conducts “Did you Buy?” surveys every month, collecting data on their customers and presenting it to their peers. From those surveys, they’ve discovered that, on average, only 15 percent of customers who request information from the company make a purchase inside the faucet category — not necessarily with Moen — within the first 90 days of requesting information.

Consider these questions as if they were a toll bridge standing between you and success.

First, how many prospects did your business generate last month?

Second, how many of these prospects did business with you, converting them from a prospect to a customer?

That means that 85 percent of the future value of all your leads is at least 90 days out.

Third, how many times did you contact the prospects who didn’t do business with you?

When it comes to nurturing leads, you need to follow up relentlessly. That doesn’t mean badgering your prospects, but it does mean following up regularly. Your first call shouldn’t be the be-all and end-all contact. Just because a lead isn’t ready to do business now doesn’t mean they won’t do business later. Instead, it should be an assessment call for sorting them into different timelines for future follow-up calls. There may be no exact way to predict when a customer will make the decision to move forward, but the more motivated they are to buy, the more frequent and personal the communication needs to be. Don’t throw away old leads as if they were spoiled fruit. Stay in contact and watch your business go to the next level.

This last question is the key. If you answered No. 3 with “only once or twice,” then allow me to let you in on a secret.

According to a study conducted by SiriusDecisions, the average salesperson makes only two attempts to contact a prospect. After that, they hang them out to dry. Like all CEOs, you lot on new leads. The thought

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