Summary: The best way to get more responses from your prospects and clients is to sequence your communication. If I've got a sequence in place that says, all right, when I get a lead from a networking function, what I'm going to do is I'm going to initially, either same day or next morning, send out this email message, which essentially says, "it was great meeting you at the networking function. Nice having a chance to talk."<br> <br> And then. you've got something that is said in that email that is designed to elicit a response. Some will initiate a dialogue, some of them won't.<br> <br> So from that point, if you don't hear back, you could have another one that goes out a couple of days later saying, Hey never heard back you on this, but something else occurred to me that I didn't mention and then you add something else to the conversation that could potentially be of interest to them. So you're not just hitting them with "call me, call me, call me, call me." You're actually creating value in the communication, which is also particularly key when you're doing sequencing like that.<br> <br> <br> <br> David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the topic of sequencing your communication. Welcome back, Jay.<br> <br> <br> <br> Jay: Hey, David. Great to be with you again. I really love that we dive into these things that can have such an impact on your daily business.<br> <br> Oftentimes people will focus on the large things, not understanding that sometimes the smallest tweaks can make all the difference.<br> <br> David: Yeah, and things like this really are kind of diving deep. And many times I know other people in podcasts or in stuff that's actually going out to the public, they'll just keep it all high level and not really get into too much.<br> <br> I think we've done a reasonably good job over the years of diving a little deeper and getting into things in a little bit more detail. Because it's important for people who watch this or listen to this to recognize that there are a lot of aspects to all of this.<br> <br> And we touched on this in the previous episode. We were talking about sort of the high level goals, we were talking about the high level concepts versus the nitty gritty of what do I have to do on a day-to-day basis. And this really gets more into the idea of the nitty gritty.<br> <br> But sequencing is something that I don't hear many people talk about in business. And I think it's a real game changer for people in the sense that when you get this and you start implementing it, it changes the way that you interact with your prospects and clients to make what you are doing better and more appealing than what your competition is probably doing.<br> <br> Jay: Yeah, such a great point. And back to the idea of focusing on the smaller stuff.<br> <br> I'm weird. I call myself lazy because I want to avoid steps and reduce steps, but in the name of that laziness, I will spend weeks trying to create a system, whether it's a software system or a planning system or something, just knowing that over the long run, it's going to have such a dramatic impact.<br> <br> And I can be lazy about that thing after that. And I'm focused. I mean, if I can reduce one little step, I'll spend weeks trying to figure out how to do that.<br> <br> David: Yeah. But that's smart. I don't think that's lazy. I think it's far lazier to just go into each situation, not knowing what's going to happen, not knowing how to respond to the common objections you get, not knowing how to create a system that will allow you to bring clients through the door like clockwork.<br> <br> And when you do that, you're basically going into work every day with no idea of what's going to happen. So I think that's really lazy and really sloppy and I don't think what you described is lazy at all.<br> <br>
