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glass-and-steel-box design used for most skyscrapers at that time. Instead, Yamasaki worked with structural engineers to come up with a revolutionary design that would disperse the weight throughout. The plan included two hollow tubes supported by steel columns spaced closely together and wrapped
plaza was finished. An estimated 10,000 workers labored to build theWorld Trade Center. The towers had 99 elevators, 43,600 windows, 40,000 doors, and 3,000 miles of electrical wiring, and each building weighed 250,000 tons. They were the tallest buildings in the world until Chicago’s Sears Tower was completed less than a year later. The towers were first attacked in 1993. Down in the basement of the north tower’s parking garage, a 1200-pound bomb was set off. The attack cost six people their lives, and over 1,000 people were injured. The Port Authority wasted no time in renovating the building; over
battery-powered stairway lights and a separate emergency command center for each building. The towers remained an iconic part of NYC’s famous skyline for another eight years. Today, the towers are gone, but the peace they once symbolized lives on in the tranquility of Ground Zero, and every man, woman, and child who lost their life on Sept. 11, 2001, is memorialized on the stone monuments and through the annual reading of names. As Sandy Dahl, wife of Flight 93 pilot Jason Dahl, said,“If we learn nothing else from this tragedy, we learn that life is short and there is no time for hate.”
in aluminum, while floor trusses connected this shell to the tower’s central steel core. Construction of theWorld Trade Center officially began in February 1967. The north tower was completed in December of 1970, and the south tower was finished in July of 1971, but construction continued for the next two years until the outdoor
the next eight years, the company spent $700 million on renovations, including added safety features such as
The Secret to Lead Conversion It’s All About the Relationship
FOLLOW UP, FOLLOW UP, FOLLOW UP
In the business classic“How toWin Friends and Influence People,”Dale Carnegie showed us that the secret to sales success builds on showing a genuine interest in other people and rests in the relationship that develops from there. The concept may not be much of a secret anymore, but it’s as important as ever in the sales cycle—and toomany people aren’t following through on it. It turns out that Carnegie was onto something. Did you know that just 2 percent of sales happen during the first touch? Two percent . Let that sink in. That means 98 percent of sales happen sometime after that first touch. In fact, ample research supports that 80 percent of sales happen after the fifth follow-up. If your sales team isn’t following up past that first touch with a prospect, there’s a slim chance they’ll convert. With the direct correlation between touches and conversion, it’s clear how important it is to follow up and nurture relationships with leads. We can look back to our good friend Dale Carnegie and thank him for sharing his wisdom about relationships. If you want to nurture and convert your leads, you’ll want to instill Carnegie’s principles into your sales team. Considering howmany quality leads get away, there’s always room for improvement in developing relationships. How can you start building that lead relationship today?
It’s all about the follow-up—or lack of follow-up, if you’re wondering why your leads aren’t converting. You’ve probably experienced it yourself: You have a great interaction with a company and express interest in their product, but then you never hear from them again. That company just lost you, a hot lead. You can’t buy if you’re not presented with the opportunity to do so. Make it easy on your consumer base by implementing a follow-up system. The habit of nurturing leads stems partly from company culture and partly from systems and processes— it’s something of a chicken-egg situation. If you don’t have systems in place tomake follow-up part of your sales process, it’s not going to be a priority for your team. And if you don’t have a culture of determination and relationship-building in place, the systems and processes don’t matter. Entrepreneur and business transformer Robert Clay recommends a five-no strategy— follow up with a lead until you’ve heard no at least five times. IMPLEMENT A SYSTEM
2 • www.hrresolutions.com
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